Channel Coverage Model Implementation Case Study

This case study outlines the implementation of a channel coverage model by a multinational networking company facing challenges in its SMB market. The company was experiencing a decline in market share and required a solution to provide a consistent message while allowing for local flexibility. MarketSource launched a program that involved recruiting and training a team of 50 field sales professionals across 14 countries. The program emphasized building relationships with distributors and included a centralized management team to oversee content creation and reporting. The results of the program demonstrated significant improvements, including a 30% quarter-over-quarter growth and $80 million in incremental revenue within a year. Additionally, the initiative resulted in over 7,500 face-to-face interactions with resellers, leading to a 2-3 times increase in average reseller purchase volume and a return on investment exceeding 10 times, tracked through detailed reporting systems.