Channel partner programs, Sales and marketing, Sales and marketing

BDS Launches B2B Channel Development Services

Brett Martin
Brett Martin
Kurt Higgins
Ken Kress

BDS Marketing is expanding from its retail roots to offer B2B channel development services. The catalyst for the move: BDS has "acquired the talents of FocusedChannels and its founders Kurt Higgins and Brett Martin," the company has confirmed.

Well, that was fast. Higgins and Martin launched FocusedChannels in mid-2016 to assist channel-led companies with their sales, marketing and partner-led efforts. But the opportunity to accelerate that journey as part of BDS Marketing was too much to pass up, according to Martin.

Founded in 1984, BDS is a national agency that provides retail marketing and sales solutions for brands in major retailers. According to BDS President Ken Kress, the addition of the FocusedChannels team allows BDS to,

"Expand its service offerings to include a host of direct and indirect commercial channel services including: Partner Recruiting, On-boarding and Nurturing Services, Channel Partner Program Evaluation and Assessment, Program Design, Partner Profiling, Partner Sales Engagement and Management, Lead Engagement and Closure, and Channel Marketing Strategy and Execution."

Channel Consulting Options

BDS had been planning to develop a commercial-focused solution in recent years. Tucking acquired talent -- Higgens and Martin -- into the business provided a turnkey way to make that move. The resulting BDS commercial services are outlined here.

A range of businesses and consulting firms offer channel development guidance. Key players in the market include ChannelMaven Consulting, GetChanneled, KLA GroupManaged Sales Pros, Marketopia and The 2112 Group. Upstarts include Temprano Techvestors, which is helping European companies expand their channels into the United States.

Joe Panettieri

Joe Panettieri is co-founder & editorial director of MSSP Alert and ChannelE2E, the two leading news & analysis sites for managed service providers in the cybersecurity market.