Services
Channel growth, engineered.
Five areas of work. Each can be a standalone project, a retained advisory arrangement, or part of a wider go-to-market change programme.
Service 01
B2B loyalty & incentive design
From blank sheet to launched programme — reward mechanics for dealers, resellers, reps and end customers, the economics underneath them, and the governance to keep it honest after year one.
Typical deliverables
- Programme blueprint tied to the behaviours that move revenue
- Financial model covering breakage, liability and margin impact
- Reward supply and partner strategy
- Launch roadmap with phased scope and success criteria
- Board-ready business case
Related experience
More than fifty B2B and B2C loyalty and incentive programmes sold, designed, built and managed across banking, airlines, pharma, retail and manufacturing — including major Australian brands such as Tabcorp and Crown Casino.
“It paid for behaviour instead of volume we would have won anyway — and it costs us less than the programme it replaced.”
Service 02
Channel sales growth
Sales strategy, pipeline and partner recruitment for indirect models — built for the last three feet, where the sale is actually won or lost.
Typical deliverables
- Channel and segment map with revenue potential by partner type
- Partner recruitment plan and value proposition
- Sales playbooks and pipeline cadence
- In-store and point-of-sale execution model
- Quarterly optimisation rhythm
Related experience
Designed FUJIFILM X Rewards, a last-three-feet programme across four camera categories from $1,000 to $15,000, delivering 10% sales growth since launch in a category where the brand had ranked fourth or fifth.
Service 03
Partner engagement & enablement
Communications, training and recognition that keep distributors, dealers and reps selling you rather than whatever sits beside you on the shelf.
Typical deliverables
- Partner tiering by value, potential and behaviour
- Communication and contact plan across the partner lifecycle
- Enablement and certification content specifications
- Recognition mechanics for individual reps, not just accounts
- Engagement reporting tied to sell-through
Related experience
Six years as Sales & Partnerships Director at 212F, building enablement and new-logo revenue across multiple sectors from a zero baseline.
Service 04
Technology selection, without bias
I take no commission, referral fee or reseller margin from any loyalty platform. That makes “you don't need one yet” a recommendation I can afford to give.
Typical deliverables
- Platform audit and rationalisation plan
- Requirements and weighted vendor scorecard
- Commercial review of licence, transaction and reward-margin terms
- Partner and sell-through data model
- Measurement framework using holdouts, not vendor dashboards
Related experience
Twenty years selling, building and running loyalty technology means I know which platform claims survive implementation and which quietly become change requests.
Service 05
Advisory & interim leadership
Interim cover, board perspective, or quiet coaching for a sales leader who has just inherited an indirect model they did not build.
Typical deliverables
- Channel operating model and team structure review
- Capability assessment and hiring plan
- Board and investor reporting framework
- Due diligence on partner-base and programme liability
- One-to-one coaching for sales and partnership leaders
Related experience
Held the Sales & Marketing Lead contract across the UK and Australia for Helloworld Travel, running distribution, sales and a $3M marketing budget for Cruiseco's global charter products with Royal Caribbean — 12,500 suites across four charters.
How engagements run
Four stages, no mystery.
- 01
Diagnose
Two to three weeks on the partner data, economics, systems and the team.
- 02
Design
Mechanics, model and roadmap, pressure-tested with your finance team.
- 03
Deliver
Hands-on through build and launch, working inside your governance.
- 04
Hand over
Documentation, training and a team that no longer needs me.
Which of these sounds like your problem?
Describe the channel situation in a couple of paragraphs and I'll tell you honestly whether I can help.