Overview

History

Founded in 2001, MarketRace was created by seasoned sales and marketing executives Nik Nesbitt, Michael Fair, and Ron Wood. Having held senior leadership positions at Fortune 500 companies in sales, marketing, channel strategy and business development, they have created a firm that offers their clients the benefit of their years of successful organizational leadership and management. MarketRace has evolved into a full service channel consulting and implementation firm. It helps companies' design, build and execute their channel strategies. It helps its clients find other companies to sell its services and in some cases, MarketRace will act as a sales agent for its clients.

MarketRace has partnered with companies in telecommunications such as Qwest Communications, Sprint, Ricochet Networks (wireless Internet access), Verio, and Raindance. To complement its channel consulting services, MarketRace has also partnered with ChannelWave Software (PRM), and Deuxo (lead management). Leveraging extensive experience and dynamic partnerships within the channel arena, MarketRace offers unparalleled channel implementation expertise

Philosophy

The challenges of the technical industry are best met by embracing the skill sets of many different businesses. MarketRace believes that by collaborating with the industry's best channel partner organizations, its clients can increase sales, profitability, flexibility and variable margins, which all help them weather the instability of the current markets. In helping clients build channel programs that enable the interaction between its channel partners, MarketRace helps its clients capture the full value of the wealth of experience that its channel partners bring. The partners are able to find other partners who may be able to support them on proposals and projects in areas in which the partners may not have all the expertise. In promoting such partnering, MarketRace clients can help their channel partners maintain control of their accounts yet provide the full spectrum of services that their end user customers may need.

Approach

Partnerships are symbiotic. MarketRace recognizes the value of investing in partnerships that leverage the strengths of both parties to create new opportunities. In creating a customized "Go to Market Strategy" for each of its clients, MarketRace helps them create a comprehensive approach to managing their direct and indirect channels. This work includes helping the clients define and launch the channel program that will support the channel partners, selecting the right partners, and implementing a training and integration plan to help those partners do business with the client. MarketRace is well positioned to help clients select the right partners for their business through its vast network of contacts across a variety of high tech industries.

MarketRace adopts a very specific process-based approach to helping clients build channel programs. Initially, MarketRace will perform a channel audit of the client's current channel activities and will compare its findings to the client's stated objectives and to what is also possible. Based on the differences between the current state of the client's channel programs and the "new" objectives for the channel, MarketRace will help define and complete the work to achieve those objectives. In addition, MarketRace will help the client identify, recruit, and bring on channel partners. In certain cases, MarketRace may help the client select and procure the appropriate software tools to support customer acquisition and retention activities. Examples would include lead management software and Partner Relationship Management (PRM) software.