Business Details
50+ Years
experience
Expert Channel Strategy Consulting Services
Established in 1973, we are a specialist management consulting firm dedicated to designing high-performance channel strategies for business-to-business clients across industrial, commercial, and technology sectors. Our expertise lies in creating integrated systems that align corporate strategies with market dynamics, supported by tailored programs, processes, and analytical tools. With over 170 years of combined team experience and 4,000+ global consulting engagements, we deliver actionable insights through proprietary frameworks like our market share diagnostic PPH and VMCR compensation model.Our approach combines deep market analysis, channel program design, and strategic education to drive sustainable growth and resolve complex channel conflicts. Recognised for our work with industry leaders like IBM and AT&T, we maintain a collaborative culture focused on challenging conventional thinking while delivering measurable results through channel optimisation.
Services
Channel Strategy
Market Insight
Program Framework Design
Compensation Model Development
Channel Management
Strategic Education
Conflict Resolution
Market Analysis
Growth Strategy
Distribution Network Optimisation
Details
- Year established: 1973
Highlights and features
- We have 50+ years' experience in B2B channel strategy consulting
- Our team has completed 4,000+ global consulting engagements
- We utilise proprietary frameworks like PPH and VMCR models
- Our consultants combine industry-specific expertise with practical insights
- We deliver measurable results through market-proven channel strategies
Services
Channel Strategy
We develop integrated channel strategies aligned with corporate objectives and market dynamics. Our approach combines proprietary frameworks with deep industry analysis to optimise market coverage and resolve channel conflicts. Clients benefit from 50+ years of expertise in creating sustainable growth through distributor networks and partner ecosystems.
Market Insight
Our market insight services provide actionable intelligence through proprietary diagnostic tools like the PPH framework. We analyse end-user behaviour, channel landscapes, and competitive dynamics to inform strategy development. This data-driven approach enables clients to make informed decisions about market positioning and channel partner selection.
Compensation Design
We design compensation structures using our VMCR model to align channel incentives with business goals. Our approach ensures fair reward systems that motivate performance while minimising destructive channel conflict. The framework includes measurable metrics and transparent communication protocols for effective channel management.
Strategic Education
Our education programs transfer channel strategy expertise to client teams through bespoke workshops. Covering market analysis, program design, and conflict resolution, these sessions ensure sustainable implementation of strategic initiatives. The curriculum combines theoretical frameworks with practical case studies from 4,000+ consulting engagements.
Conflict Resolution
We specialise in resolving destructive channel conflicts through strategic realignment and incentive structures. Our approach identifies root causes of conflict while creating constructive competition between partners. Clients benefit from improved channel harmony and increased overall market performance through our proven methodologies.
People
Carl Cullotta
President and CEO
30+ years' experience in profitable growth strategies. Created construction industry practice and developed market mapping frameworks. Former Stepan Company executive with chemical engineering background. Holds MBA from University of Chicago.
John Henderson
Director
35+ years' channel strategy expertise. Led channel pricing practice and authored industry white papers. Former Daubert Chemical executive. Specialises in aligning channel programs with strategic goals through performance-based incentives.
Jim Fogarty
Principal
MBA with honours from University of Chicago. Specialises in market-based channel strategies and commercial excellence. Certified Public Accountant with expertise in global education program delivery across industrial and technology sectors.
Stephen Martin
Principal, EMEA
EMEA market specialist with experience in customer behaviour analysis. Former marketing director for UK technology firms. Holds geochemistry degree and MBA from Cranfield. Focuses on pragmatic consultancy solutions for complex organisational challenges.
Tracy Moag
Managing Consultant
20+ years' B2B channel marketing experience across technical and medical products. Expert in market dynamics analysis and financial modelling for compensation structures. Holds MBA from DePaul University with specialist knowledge in minimum advertised price policies.
Questions
What industries do you specialise in?
We focus on business-to-business industrial, commercial, and technology markets with expertise in channel strategy development across these sectors.
How do you approach channel conflict resolution?
We use proprietary frameworks to identify root causes and implement incentive structures that transform destructive conflict into constructive competition between partners.
What analytical tools do you use?
Our proprietary tools include the PPH market share diagnostic and VMCR compensation model, both proven through 4,000+ consulting engagements.
Can you help with global channel strategies?
Yes, we have extensive experience developing and implementing channel strategies across EMEA and North America regions with local market insights.
How do you ensure strategy implementation success?
Through our strategic education programs that equip client teams with the knowledge and tools required for successful implementation and ongoing management.
