Smart Route-to-Market Model

Current RTM model inhibiting growth – customer coverage & product availability issues

Distribution costs high & unsustainable

Resellers complain on low profitability

Channel indiscipline – cross selling, price instability with constant requests for lower prices & more support

Delayed/poor decision making due to low visibility of product velocity data

Customer complaints on Resellers service levels – delivery, availability, credit, etc

Analyze impact of changes in the industry dynamics to channel evolution

Identify coverage depth & width gaps

Diagnostics of the value chain analyzing true costs & margins at every layer

Assess operating model of partners

Critique effectiveness of policies & processes

Review partner performance against agreed service levels & KPIs

Conduct competitive benchmarking

Evaluate viability of alternate RTM models – coverage, capacity, cost perspective

Construct a best fit RTM model – meets coverage objectives & cost efficient

Optimize business model of resellers and improve their profitability – growing share of wallet & loyalty

Tighter channel management and governance practices to achieve greater transparency & predictability

Recommend partners to be retained or replaced, and potential new partners

Comprehensive RTM transformation guide minimizing disruption & risk

RTM performance management framework