ABOUT US

CHANNEL REFLEX started in 2007 with a clear focus on channel development. Why?

Because Channel Development requires a particular expertise based on relationships between many players, the so-called eco-partner system. This particular partner expertise in the ever changing high tech world is not widely available in the market.

We gained more than 20 year experience in ICT companies of global services, telecommunications, and hardware- and software vendors such as Intel™, Novell™, CA™, Xerox™... We supported these ICT companies to gain distinct competitive advantages with B2B challenges like: 'questions', impacting their results, see: ‘results and benefits’.

Our mission is to:

'Become your main channel expert who optimises your go-to-market so that your ICT company can grow faster and stronger with an enforced and performing channel sales force'.

Our value is in-depth market knowledge of both the eco-partner system and the end-user market in Belgium and Luxembourg. A successful go-to-market model will match these two worlds: in one hand, the ICT reseller community consisting out of various types of partners such as Global Alliances, Technology Vendors, System Integrators, VARs, Distributors, Fulfilment partners, and many SME and soho partners. On the other hand, the end-user B2B BeLux market (Top 500, Enterprise market, SME market, soho market). The third dimension (3D) is the market mapping: to analyze for which of your products or services these two markets are best suited for, so we can find the right 'spot'.

Our approach

Our approach is both consultative and practical. We offer services from defining the sales strategy (the above described 3D Model) till the operational channel development. We help you with tailored solutions based upon our channel services or we help you with the entire process, see: 'services'.

In most cases, we operate under your name (our customer), or otherwise if agreed so. We listen to you to determine and understand your needs and we:
  • Analyse the channel and your complete sales go-to-market operations and organization put in place.
  • Identify your challenges, most burning pains, objectives and expected results.
  • Start the above described 3D exercise to find the ‘sweet spot’ and define your value propositions to the targeted resellers and end-users.
  • Decide together about the go-to-market and type of channel development services to put in place.
  • We can make a financial business case with clear objectives for go, no-go decision.
  • During the project, continuous monitoring is possible and we report the channel development activities at your convenience in your tools.