Today, global brands are placing a greater emphasis on ‘go to market’ plans. These are driven by sales strategies that rely on channel partners who become the face of the brand – from a customer service as well as from the experience perspective. At Denave, we understand the strategic implication of this and can support this with extensive multi-industry experience to cross-pollinate best practices in order to ensure that the channel alliances and business partners are able to make a measurable impact on sales. For us, optimising the channel is a focus point of sales execution. This could mean many number of things: from understanding the requirement and mapping vulnerabilities; analysing partnership needs as business requirements change; assessing partner capabilities as solutions portfolios evolve; audit and impact of partner programs, to outlining investment areas and strategic realignment.