The final key to unlocking those revenues from your distribution network, is to ensure that all the initial goals and marketing plans turn into sales.

The most crucial time for both parties occurs at the onset of the relationship, and SSP can play a vital role in ensuring that success, by capturing “mind share” and maintaining focus.

SSP can perform the channel management role on a temporary basis to complement your own current or planned staff, and also on a longer, contractual basis, in the following crucial areas:

• Setting and monitoring business goals
• Setting and monitoring quotas
• Monthly forecasts and reporting

Setting and Monitoring Goals

SSP can work with you and the partner to establish clear, unambiguous business goals, which enable all parties to monitor progress and achievements. Typically these include:

• Monitoring the initial marketing plan


• Monitoring resource allocation


• Coordinating market feedback and intelligence


• Initial qualification of prospects

Setting and monitoring quotas

SSP can use its expertise and apply market proven methodologies to calculate realistic quotas that are the minimum both parties commit to achieve.

Once these are established, SSP can rigorously apply the monthly review of performance to track, advise and recommend actions required to achieve these objectives.

Monthly Forecasts and Reporting

SSP can consolidate all the “interpretations” of forecasts by using its proprietary forecasting system, which removes ambiguity and gives both parties a consistent, valuable tool for tracking sales, as well as identifying the actions needed to progress a sale.

Reports are generated monthly to include, not only the sales forecast, but also other items of interest and relevance that may have a bearing on further marketing, development and sales.