Whether you go to market through direct sales personnel, manufacturers’ representatives, distributors, value added resellers (VARs), systems integrators, or a combination, effective channel management is necessary to realize the goals of your sales and marketing programs and overall business plan. TekMark’s channel management service encompasses five main areas:

  • RepFinder Program – Establishing potential agency selection requirements; conducting agency search and identifying multiple potential agencies in each geographic territory/vertical market; screening and prioritizing based on best “fit”; interviewing; recommending top candidates and guiding client through agency agreement process
  • Developing performance goals (incentive packages for direct employees or contract terms for manufacturing representatives and distributors) that align individual /agency priorities with organizational priorities
  • Creating innovative sales & marketing programs, training modules, distributor councils and other management tools to actively promote two-way communication and encourage (demand) top performance
  • Implementing performance review criteria and schedules based on geographic target market data and peer performance benchmarking
  • Conducting formal brainstorm sessions at your facility, offsite or during national /international sales meetings to capture ideas for new products and new business development initiatives

Whether you need to establish a new channel network or improve an existing one, TekMark has experience working with multiple channel types, domestically and internationally.  We employ proven practices and work closely with you to create and implement management tools and programs designed for your specific requirements.

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RepFinder & Channel Management

“TekMark’s RepFinder program and channel management consulting services have greatly increased our penetration into multiple vertical markets quickly and effectively to generate new sales opportunities and support NRD’s growth plans.”

Doug Fiegel, President & CEO / NRD LLC

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We provide RepFinder, channel management, business development, strategic consulting andsupport services for technologies, products, applications andgrowth opportunities in the following industries . . .

Advanced Materials

Aerospace & Defense

Industrial & Process

Medical Devices

Optics & Photonics


Semicon & Electronics

Sensors + Industrial IoT

Test & Measurement