Many B2B companies sell through distribution channels rather than employing a direct sales force. In many cases, companies will adopt a strategy of selling both directly to end customers and indirectly through a distribution channel.
Although this can lead to channel conflict, it is a very common approach to sales in many industries – in particular the insurance industry where the challenge for the insurance provider is to maximise the Share of Wallet from each broker. To achieve this, insurance companies need to have better products, greater commissions, superior broker service, or some other means of differentiation.
Outside of the insurance world, many companies choose to manage their larger strategic accounts centrally via the company’s own account management team, while smaller accounts may be managed via partners, wholesalers or distributors.
Deep-Insight offers two types of channel assessments:
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