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Introduction
For brands selling through franchises, dealers or local affiliates, success relies on strong sales and channel management. But most programs focus on access to logos and files—not the systems that help partners actually execute campaigns or close deals.
At IRIS Strategic Marketing Support (IRIS), we understand that real channel management goes beyond communication—it’s about campaign enablement, compliance and performance tracking.
With GearBox® by IRIS, marketing and sales teams get one shared platform to assign, customize and track field-level execution—ensuring alignment at every step.
What Is Sales and Channel Management?
Sales and channel management is the coordination of go-to-market activity through indirect partners—like dealers, franchisees, resellers or field teams.
It includes:
- Onboarding and training channel reps
- Providing sales materials, signage and co-branded content
- Setting expectations around campaign usage and rollout
- Supporting compliance, version control and tracking
- Measuring field engagement and campaign performance
Channel success isn’t just about building the partnership—it’s about enabling it.
What Does Channel Management Include?
1. Segmentation by Partner Type
Your dealers or franchisees aren’t all the same. Campaigns must be assigned by license level, geography or format.
2. Brand-Aligned Customization
Partners should be able to localize materials without altering approved layouts or language.
3. Fulfillment Routing and Signage Support
Channel reps don’t have time to manage print vendors. Give them a system that handles it for them.
4. Asset Usage and Rollout Tracking
Without visibility, you can’t reward execution or improve performance.
5. Compliance and Legal Governance
One-off edits in the field can put your entire brand at risk. Governance must be baked into the system.
How GearBox® by IRIS Supports Sales and Channel Management
GearBox® by IRIS is built for the real-world needs of distributed brands. It helps sales and marketing teams deliver campaign kits, control brand usage and streamline partner execution.
With GearBox®, your team can:
- Assign campaigns by partner tier, region or store type
- Lock branding while enabling safe edits
- Route signage and materials to fulfillment vendors
- Track asset usage and campaign rollout per location
- Support sales enablement with templated content and version control
It creates a unified layer between headquarters and the field—so your message actually reaches the customer, not just your internal dashboard.
Use Case: Ply Gem Aligned Sales and Marketing Through GearBox®
Ply Gem’s dealer network needed to run co-branded campaigns with localized information—but their marketing team struggled to control how materials were used and customized.
With GearBox® by IRIS, they:
- Segmented asset access by dealer tier and geography
- Protected critical brand elements with locked templates
- Allowed safe customization for contact info, pricing and regions
- Routed signage fulfillment to vendors per market
- Tracked campaign participation by partner
The result: tighter alignment between sales and marketing—and a system that rewarded partners who actually followed the plan.
Conclusion
Sales and channel management only works when execution matches the plan. If your partners can’t launch compliant campaigns, access current materials or prove rollout, your strategy stays stuck at headquarters.
GearBox® by IRIS delivers the campaign logistics and control your sales and marketing teams need—built for brands working across distributed markets.
Talk to IRIS to structure your channel strategy for real execution and measurable results.
