Most businesses launch with a great idea, a few good customer relationships, and a bit of luck ─ an approach that’s often successful due to the focus, dedication and hard work of key executives, typically experts in their field. However, this formula simply can’t scale.

To continue growing, deeper strategic and management expertise is required, especially to build a sustainable direct or indirect channel sales capability. Failure to acquire and apply this expertise often results in:

• Anemic, stalled, or even negative revenue growth
• Inability to enter new markets
• High level of sales rep turnover or non-performing reseller channels
• Inconsistent and unpredictable sales performance
• Poor return on sales and marketing investments
• Insufficient skilled sales and channel management resources