Our clients build profitable and lasting relationships with distribution partners.
Our clients provide distributors with truly effective sales support to gain maximum leverage from channels.
Our clients communicate effectively with all their customers and partners in the value chain.

In today's business environment, every high-technology company has to partner, whether it be to deliver a solution, reach a new market segment or to comply with local laws or business practices. Yet many companies find that locating suitable partners and developing effective sales channels is a frustrating experience. Too often you find that the relationship does not live up to expectations. Your new sales channel takes too long to get started; or the role you are being asked to take on in a consortium becomes distorted; or simply the whole process of building and maintaining collaborative partnerships costs too much and distracts your key staff away from your mainstream business.

These are common problems. They stem from the fact that managers are frequently expected to build successful channel partnerships on a part-time basis, while performing other roles in the organisation. The situation is made worse by there being no recognised partnering process or function, no overall accountability for managing business partners, and often no clear definition of what constitutes a successful partnership.

Practical experience has shown that where companies have followed a structured approach to partnering, linking goals and targets to business objectives; where they have communicated effectively within both their own and their partners’ organisations; and have empowered their channel partners with focused, concise sales tools, then the results can be dramatic, with sales levels through channels improving by up to 30%.

The partnering methodology and sales tools available from Istaris Business Services have been developed in high-technology companies and successfully deployed by telecoms, IT and energy companies. Our approach has been adopted by the Department of Trade and Industry in the UK in their guidance to UK-based companies seeking to collaborate for EU funding. And the methodology has been refined and improved through insights gained from working with Warwick Business School and major telecoms infrastructure vendors on the specific issues of partnering in the new Information and Communication Technology (ICT) economy.

If you have a partnering problem or issue that needs to be resolved or you just want to make your sales channels more effective, simply follow the links below to find the solution you need:

• If you want to expand your market through new distribution channels,or you are out of your depth or simply exasperated in long drawn out negotiations with a potential partner, or you believe you are wasting time and effort chasing the wrong distribution partners, or you have no way of knowing which of your existing channel partners are the most effective ..... click here
  
  
• If your own or your partners' sales people are not effective enough at selling your products or services, or you have an existing channel that is under-performing, but you can't get them to improve, or (despite your best efforts) your company's published customer communication materials are still badly written, or it is costing you too much to support your distribution channels .... click here
  
  
• If your published customer communication materials still contain language errors (even after checking), or your business negotiations are suffering owing to an insufficient knowledge of Business English, or your company's customer-facing staff have a poor command of the English language .... click here