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Introduction
For brands that rely on franchisees, dealers or regional partners, sales and channel management is more than setting quotas and tracking leads. It’s about giving partners the tools to market, sell and deliver with consistency.
That includes:
- Localized marketing materials
- Controlled customization
- Seamless fulfillment
- Clear brand guidelines
At IRIS Strategic Marketing Support (IRIS), we’ve built the infrastructure that makes this possible—GearBox® by IRIS is the execution system that supports real-world channel enablement.
What Is Sales and Channel Management in a Distributed Brand?
Sales and channel management involves overseeing partner sales processes while ensuring consistent marketing, communication and customer experience across multiple locations or partner types.
For marketing teams, this means:
- Delivering localized collateral based on partner profile
- Enabling customization within brand guidelines
- Managing signage and print fulfillment
- Tracking asset usage and campaign engagement
- Ensuring legal and compliance alignment by region
The challenge? Most systems focus on CRM or lead flow—not real-world campaign execution.
Where Traditional Channel Programs Fall Short
1. Partners Don’t Know What to Use
Without centralized access to pre-approved campaigns, dealers or franchisees build their own—or worse, do nothing.
2. Assets Are Outdated or Misused
Without built-in brand protections, logos get stretched, offers go live past expiration, or required disclaimers are missed.
3. Signage and Print Are Disconnected
Most marketing platforms don’t connect digital assets to physical rollout, fulfillment or vendor coordination.
4. Marketing Has No Insight Into Usage
Without tracking, marketing teams don’t know what’s being downloaded, used or ignored by partners.
How GearBox® by IRIS Supports Sales and Channel Management
GearBox® by IRIS is built to serve national brands supporting multiple types of field partners—from dealers to franchisees to local agents. It provides structure to how materials are assigned, customized, fulfilled and tracked.
What GearBox® enables:
- Assign campaigns by partner tier, region or license
- Deliver editable templates with locked brand and legal content
- Route signage, kits and collateral to the right vendor by location
- Give partners easy access to all active promotions
- Track who used what and when—for reporting and compliance
It’s not just file sharing—it’s controlled marketing distribution at scale.
Use Case: Steelcase Scales Global Partner Marketing With GearBox®
Steelcase needed to equip international dealers with branded, customizable campaign kits that supported their local sales efforts—without letting brand consistency slip.
With GearBox® by IRIS, they:
- Segmented access by dealer region and tier
- Enabled safe customization of brochures and signage
- Delivered kits in multiple languages with global legal variations
- Monitored adoption and engagement per region
- Ensured every partner showed up on brand
It became easier to support dealers—while gaining full visibility into what marketing tools actually worked.
Conclusion
Sales and channel management is only as strong as the marketing support behind it. When dealers, franchisees or reps can’t access the right tools—or don’t use them correctly—the entire strategy breaks.
GearBox® by IRIS helps national marketing teams deliver consistent, localized, compliant campaign materials to every channel partner—without relying on guesswork.
Talk to IRIS to simplify your partner marketing execution from the ground up.
