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BDMSummit 2016 - Ігор Костів "Стратегія каналів продаж, їх взаємодія і трансформація"

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Lviv Startup Club
Lviv Startup Club

Ігор Костів "Стратегія каналів продаж, їх взаємодія і трансформація"

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Sales Channels By Ihor Kostiv Director, Engineering @ GlobalLogic
About Ihor 20+ years in IT business 15+ years startup and co-ownership experience 2 out of 3 started own businesses successful Recent 10+ years Worldwide Sales and Business Development experience Working with Partner Network Account Management
Sales channel by Type Passive Active
Passive Channels Web site Advertisement Reference
Active Channels Direct Indirect
Direct Active Channel Face to face Representative Office Telemarketing Mail Call Conferencing
Indirect Active Channel Agent Partner Network Crowd selling
Partner Network Shop Integrator Value Added Reseller
Channel Ownership Comparison Passive Direct Indirect Y Y N
Channel Cost Comparison Passive Direct Indirect Low High Medium
Channel Efficiency Comparison Passive Direct Indirect Low Medium High
Channel Risk Comparison Passive Direct Indirect Low Medium High
Channel Brand Awareness Passive Direct Indirect Medium High Low
Channel Culture Expenses Passive Direct Indirect Average High Low
Know Your Customer Needs Location Culture Behaviors
Aim Your Sales For Current Capabilities Customer Profile Future Vision
Workshop Creative part Crash test
Creative Part Problem statement Positioning Market Competition Solution Sales Strategy
Crash Test Sales Strategy Presentation Joint Review and Brainstorm
Thank you for your attention Q&A

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