iChannel Group

iChannel delivers outsourced business development

What We Do
about-brooklyn

About iChannel Group

iChannel delivers outsourced business development and interim management. We help companies find new markets, either geographically or through new routes to market. The iChannel Group was founded to help companies find and establish new markets.
Questions our clients face are amongst others:

  • Is our partner business proposition compelling?
  • We need to expand geographically but we don’t have the expertise in house?
  • Can we leverage our skills and infrastructure by entering new markets?
  • What new routes to market can we uncover and what can we expect on this path?
  • Have we optimally leveraged the channel we sell through?
  • Should we build a partner network to enter this new market?
  • What can we do to better help and support our partnerbase?
  • How can we simplify our business, and the route to market?

iChannel engages in client assignments on a consultancy basis or as interim managers.

our-philosophy-is

Travel is fatal to prejudice, bigotry and narrow-mindedness, and many of our people need it sorely on these accounts. Broad, wholesome, charitable views of men and things cannot be acquired by vegetating in one little corner of the earth all one’s lifetime.

Mark Twain
happy-clients-two

Happy Clients

Over 15 Satisfied clients from around the world


  • Robert Kenney, EVP Sales & Marketing OnProcess

    Bart is a ‘cerebral sales guy’, which is a rare combination. He thinks things through, and executes with intuition.

    Robert Kenney, EVP Sales & Marketing OnProcess
  • Julie West, President WennSoft

    Bart helped us get onto the map in EMEA. He built a partner and customer ecosystem in the region. This amongst others helped us secure Private Equity funding to unlock the potential of our company.

    Julie West, President WennSoft
  • Karin Lieshout, Managing Director Skim Group (international customer insights agency)

    Bart is a very strong business developer and on top of that he has great experience in making start-ups a success. He has supported us very well when we opened a new office in San Francisco by guiding our young start-up managers. He helped them to make the business development plans; made sure they planned enough time to develop the business, joined them in business visits and kept on chasing them to keep the momentum when client contacts were built! He is a great coach to people who want to become more successful in business development!”.

    Karin Lieshout, Managing Director Skim Group (international customer insights agency)
  • Robert Kenney, EVP Sales & Marketing OnProcess

    Bart is a ‘cerebral sales guy’, which is a rare combination. He thinks things through, and executes with intuition.

    Robert Kenney, EVP Sales & Marketing OnProcess
  • Julie West, President WennSoft

    Bart helped us get onto the map in EMEA. He built a partner and customer ecosystem in the region. This amongst others helped us secure Private Equity funding to unlock the potential of our company.

    Julie West, President WennSoft
  • Karin Lieshout, Managing Director Skim Group (international customer insights agency)

    Bart is a very strong business developer and on top of that he has great experience in making start-ups a success. He has supported us very well when we opened a new office in San Francisco by guiding our young start-up managers. He helped them to make the business development plans; made sure they planned enough time to develop the business, joined them in business visits and kept on chasing them to keep the momentum when client contacts were built! He is a great coach to people who want to become more successful in business development!”.

    Karin Lieshout, Managing Director Skim Group (international customer insights agency)
clients
Gigaom
Canalys
Wennsoft
Genband

 

SAP
Cisco
Microsoft
Moovz
Moovz
our-service

Our Service

 

When you’re embarking on an expansion plan that calls for new offices or sales channels, you need someone who’d been there and done that. Someone who can help you interpret all the confusing signs and signals along the way, and who knows the variables that will affect your path along the way. We’ve done work on the ground in more than 15 countries and scores of cities, for business development and sales functions in the Software and related industries. And we do it all with the objectivity that comes from decades of combined experience.

Enter new GEO’s

iChannel can help you to make the decision to launch in the Asia, the Americas, Middle East and or Africa. We can determine the best sales strategy and required organization. We can help you adjust and refine your messaging and value proposition to appeal to target audiences. Use our strong international network to find partners and prospects around the world.

What to expect:

  • Feasibility assessment of your international market strategy, using business modelling tools
    (Strategyzer©) to help predict bottle necks and success factors.
  • Sales and Marketing strategy and detailed execution plan for the new geography
  • Messaging and value proposition that works for local target audiences created in co-operation with the client and local associations and influencers
  • Selection, introduction and recruitment of partners when needed
  • Contact with local prospects and partners through our strong network

Sales and Channel Alignment

iChannel provides an assessment of your current Sales and Channel alignment and integration through surveys and interviews, creating insight into how well-aligned your sales and Channel teams are. Based on this assessment, iChannel can determine collaboration models and processes together with improvement programs and potential quick wins. All the services are provided in a repeatable framework for implementation, monitoring, and continuous improvement.

What to expect:

  • Clear insight into current Sales and Channel alignment and integration
  • Environment for Sales and Channel based on respect and mutual understanding
  • Better use of sales and Channel knowledge and intelligence
  • Aligned selling and buying process
  • Improvements in engagement and collaboration

Software goto markets and channel strategies

As we say at iChannel, ‘the channel delivers market capillarity‘. What we mean by this is that if you want to truly be accessible and have any chance of winning in a market you need to be able to penetrate all pockets and ‘crevasses’ of the market. This is where a channel strategy comes into play. No business can afford a sales force on its books that can access all crevasses’ of the market. And without and channel strategy that pans Enterprise and Midmarket you will never have a truly committed channel. The above is clear to most companies successful in software today. But the new complexity is in the cloud.

How do you channel a cloud?

We help our clients (either channel companies or software vendors) with:

  • Changing sales and marketing teams behaviors to enable cloud solutions success
  • Finding new partners that will be able to move along into the cloud
  • Helping partners move into the cloud by helping with channel incentive and marketing programs
  • Help get clear what value the cloud or hybrid models bring to customers and partners.

iChannel closely monitors the trends and players in the industry, with a deep and wide contact network. Working with us, you can expect creative thinking and the direct, objective actionable plans that, when followed, produce outstanding results.

Interim Management

iChannel interim managers frequently have had extensive earlier experience in marketing, consulting and operations or sales.  The skill set and experience usually consist of a mixture of the following:

  • marketing
  • legal
  • strategy
  • finance
  • proposal management
  • sales experience

iChannel “business development” refers to setting up and managing strategic relationships and alliances with other, third-party companies. In these instances we leverage each others’ expertise, technology or other intellectual property to expand capacities for identifying, researching, analyzing and bringing to market new businesses and new products. iChannel business-development focuses on implementation of the strategic business plan through direct sales and also the acquisition/divestiture of technologies, products, and companies, plus the establishment of strategic partnerships where appropriate. In short, you need to grow your business. Find new areas of growth. Either geographically or through new routes to market. Your team needs support and an outside supply of energy and innovation?

Business Technology Consulting

Technology is an essential requirement for competing in today’s marketplace. However, it’s also a difficult problem to master. When properly used, technology can be a crucial tool to improve the efficiency and effectiveness of your business, but if poorly invested in or implemented, it can suck up your resources and give little in the way of return. iChannel Group has decades of experience helping businesses like yours manage these complex problems. We know how to help you make the best investment in technology and how to implement it successfully. To learn more about how we can help, please call +31404021101 or email iChannel Group today.

our-team

Our Team

Bart van der Horst

Bart van der Horst

View Details
Bart van der Horst

Bart van der Horst

Bart’s areas of expertise include sales and corporate strategy, go-to-markets, international expansion and new market development. For most of his career, Bart has been involved in the software market and is recognized for his breadth of expertise and experience.

Bart has a degree in Industrial Engineering, attended the Accelerated International Growth Programme at IMD, Lausanne, Switzerland; the General Management Programme at Henley Management College, Henley, United Kingdom; as well as the Strategic Decision and Risk Management program at Stanford University in Palo Alto, California.. He is based in Eindhoven, the Netherlands and is fluent in both English and Dutch and has language proficiency in German and French.

some-fun-facts

Some Fun Facts

We have been keeping quite busy the last couple of years

27

Countries worked in

907

 Contacts around the world

120

 Conferences attended

5

 Languages spoken

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Drop us a line
work

Work

We believe our work speaks for itself. Browse the press coverage we got below

get-connected

Get Connected

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Outsourced business development and interim management

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