Channel Programs

Overview

Protect partner margins, reward demand creators and monitor value activities provided by your channel partners.

Sustaining a productive government channel program requires an ongoing commitment, a specific action plan, and continuous focus and attention. immixGroup’s channel programs provide your channel the constant attention it needs to yield the highest productivity among your partners.

To provide a continuous perspective of your channel’s health and productivity, we perform independent and scalable expert monitoring, management and maintenance of your specific government channel issues including:

Agent compliance
Teaming compliance
Point of sale reporting
Key indicators on account penetration

Reward your demand creators and protect partner margins

immixGroup's channel programs give you the insights you need into your partner activity, enabling you to monitor and enforce your deal registration program. As your government partners register opportunities, you’ll have the ability to ensure that these deals were closed by the partner who registered them. This enables you to ensure that your program rewards your demand creators, protects margins, and consistently sustains your street prices in the government market.

Apply tiered partner margins

Implement your tiered corporate partner structure with your government partners, enabling greater margin potential for partners that meet certain requirements and perform activities of higher value. immixGroup reports on channel activities, closing the loop on which partners are in fact bringing the most value to your partner program.

Maintain multi-tiered distribution channel

immixGroup's channel programs leverage your existing commercial distribution model, whether direct between the manufacturer and partners or via wholesale distributors such as Ingram Micro, Tech Data, or others. immixGroup can support your government partners’ current fulfillment arrangements regardless of the channel structure.

Streamline contract management

immixGroup's channel programs relieve administrative contract management burden, whether based on your own government contracts or leveraging immixGroup’s broad variety of federal and state government contract vehicles. As a result, your channel managers can focus on strategic initiatives while your partners focus on demand creation and customer value.

Ensure price list consistency

In addition to reducing administrative burden of maintaining redundant contracts, immixGroup helps ensure consistent and up-to-date pricing and part numbers government-wide. immixGroup maintains all modifications to the manufacturer’s government contracts, whether held directly by the manufacturer or by leveraging immixGroup’s federal and state contracts. In addition, partner BPAs can be tied to the master GSA schedule contract, ensuring seamless consistency throughout your partner network.

Maintain government customer satisfaction

Demand creators are protected from deal poaching under immixGroup's channel program. Therefore, your government customers will have the ability to purchase from their partner of choice and not be forced to purchase from low bidders that bring no added value. In turn, your partners will able to maintain a direct relationship with their government customer and count top-line revenue.

Program Components

Channel Strategy Development - When developing government channel programs for manufacturers, immixGroup first develops a government channel strategy tailored to the specific requirements for the product set, existing government and commercial channel models, channel objectives and the government market. We then design a productive channel model that addresses public sector requirements and the manufacturer’s unique corporate policies. We look for the best ways to minimize the cost of sales while maximizing profits for the manufacturer. The strategy is reviewed annually and adjusted as necessary.

Program Launch and Continuous Support - Upon channel strategy development, immixGroup works closely with manufacturers and their channel partners to launch the program in a non-invasive way, and to provide ongoing channel partner support, including:

Partner agreements - Creating customized partner agreements and on-going program management
Launch and training - Assisting in channel roll-out and ongoing public sector sales training with channel partners
Deal registration - Create and implement deal registration programs to protect and reward valued partners

Maintain High Program Compliance Levels - By gathering critical metrics on partner activities performed by the more than 100 channel partners, the manufacturers we represent gain key insights to the effectiveness of their programs. These metrics include:

Monthly point of sale reporting from your partners to review compliance with contract and program
Audit schedule compliance annually to ensure thorough reporting for government reviews
Monthly and quarterly reporting detailing your partners' activities, compliance and vehicles usage