Most cross-border sales problems are channel problems. Either the wrong distributor was chosen, or the right one was given the wrong terms. We design the channel architecture properly from the outset — and rebuild it where it has drifted.
When clients come to us
When a distributor relationship is underperforming and the team cannot tell whether the problem is the partner, the terms or the product. When a new market is being opened and the choice between direct, agent and distributor models has not yet been made. When several legacy contracts have piled up and a board wants a cleaner channel map. Sometimes when a partner needs to be exited.
How we work
A senior advisor reviews the current channel structure — partners, contracts, performance, exclusivity — alongside the firm's commercial intent in each market. From there we recommend a structure that matches the market, the product margin and the management bandwidth available, and we support contract redesign and partner negotiation directly.
What we deliver
- Channel structure recommendation by market
- Partner performance and contract review
- Distributor or agent shortlist with introductions
- Term sheet and contract redesign support
- Incentive and exclusivity framework
- Exit plan for legacy relationships if required
Typical engagement
Channel work runs six to fourteen weeks depending on geographic scope. On our side, a senior advisor leads with local market leads in each target geography. On the client side, the head of commercial or head of international is the principal counterpart, with legal and finance involved at contracting points.
Why CGLA
We have current relationships with distributors and channel partners across our three corridors, which means our shortlists are based on real conversations, not directory searches. We do not take placement fees from channel partners — the recommendation is structurally clean.
