MARKET ENGAGEMENT STRATEGY (MES)

Working with Geoffrey Moore and the Chasm Group, we developed the MES methodology in the 1990s and have refined it ever since. It is widely acknowledged as the most comprehensive approach to market engagement and is used by many hardware, software and service companies, large and small.

The approach addresses all the key elements of market engagement:-

• Market Model and Market Segmentation
• Target Market Identification
• Whole Products and Solution Definition
• Compelling Reason to Buy and Value Proposition Development
• Partner Profiling and Identification.

MES is best seen as a platform for change. The rigorous approach encourages strategy development and change management driven by executive teams who are fully engaged in the process.

ALLIANCES AND PARTNERING

Throughout the last decade we have engaged with many of the industry’s largest and most strategic partnerships, helping to bring better governance and better mutual understanding. Our range of services has been developed through “hands on” experience through a process of iterative development and testing in facilitated workshops.

• Alliance Diagnosis and Optimisation
• Joint Account Planning
• Partner Profiling and Engagement
• Alliance Management Training

Through ASAP, the Association of Strategic Alliance Professionals, we manage a powerful organic network of practitioners who both give and receive knowledge and insights by participation in the events and training programmes.

BACKGROUND

Channel Dynamics was founded in 1993 as a specialist consultancy focused on helping Technology companies to take well-crafted solutions to well-defined markets, often in conjunction with well-profiled partners. Our consultants combine domain expertise and industry knowledge founded in previous experience with organisations which include IBM, ICL, IDC, PA Consulting and PWC.

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