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Performance of the extended enter-
prise greatly depends on its partner
channel when extensive knowledge
is required to effectively sell and pro-
vide customer service for a product or
service. When the channel is also large
or franchise-based, the partner chan-
nel creates additional, unique perfor-
mance improvement challenges.
• Diffi cult to measure and anticipate
performance outcomes. No valid
picture exists to explain how each
partner contributes to overall chan-
nel performance.
• Complex processes govern interac-
tions. Multiple systems, data sourc-
es, and platforms increase costs.
• Diffi cult to establish, communicate,
and enforce best practices. The ex-
tended enterprise lacks direct vis-
ibility into the day-to-day activities
of a partner and cannot apply the
same management controls used
to improve corporate operations.
Training and certifi cation programs
set standards but increase adminis-
trative cost and effort.
Channel optimization depends on a
well-conceived roadmap that address-
es these challenges by providing more
visibility into and infl uence over part-
ner operations. The extended enter-
prise can maintain infl uence over the
partner’s people, systems, and busi-
ness processes, and the partners can
increase profi tability and competitive
position by giving customers a consis-
tent, positive experience. Overall chan-
nel performance for the enterprise
increases with less variable, more pre-
dictable business results.
Latitude Consulting Group 888-577-2797 www.latitudecg.com
Latitude’s Strategic Framework
to Improve Channel Performance
Channel Optimization
Latitude’s channel optimization framework improves the performance of large,
knowledge intensive partner channels. It provides an incremental approach that
identifi es where selective information technology investments can yield the greatest benefi t
to the extended enterprise and its channel operations.
Latitude Fact Sheet
Th e Extended Enterprise Delivered
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LATITUDE CONSULTING GROUP FACT SHEET
Ch