Coverage Model
How AGI Adds Value
We help clients understand why customers buy. Using this insight, we identify the right sales channels and overall customer coverage model for each segment, accounting for buyer needs, channel competencies and cost.
Complexities to Consider
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Sales resources are fundamentally expensive and limited; coverage models are an exercise in optimization |
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Selling costs and ROI vary significantly by channel and segment |
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The most effective sales channels will frequently vary by segment |
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Multiple channels per target segment may offer efficiencies that one channel, working alone cannot achieve |
Insight Our Work Typically Provides
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Segment Assignments: sales channels to deploy in each target customer segment |
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Performance Metrics: segment-specific metrics objectives and ROI expectations for each channel |
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Channel Alignment: rules of engagement and sales process collaboration guidelines |