Managed Australian market development for specialist manufacturers.
Build your Australian customer channel before building a full local sales operation. We develop customer relationships and commercial opportunities while you retain control of your product, pricing and the formal sale.
The commercial challenge
A credible product needs sustained local commercial attention.
You have the product, production capability and customers elsewhere. Australia may offer a real opportunity. What is missing is the local capacity to understand the market, develop the right accounts and keep commercial conversations moving.
ChannelWorks brings that work together: market intelligence, customer development, commercial follow-up and local coordination. Build evidence for your next investment in Australia before committing to a permanent local structure.
The capability
From market understanding to active customer development.
A managed commercial capability for developing Australian B2B business, with an agreed scope and clear responsibilities.
Understand the market
Establish where your product has commercial relevance and which customer groups warrant attention.
Develop the right accounts
Identify relevant businesses, build customer relationships and sustain commercial follow-up.
Progress opportunities
Develop commercial opportunities and coordinate customer enquiries with your team.
Coordinate locally
Keep customer and manufacturer conversations connected as opportunities develop.
Make progress visible
Provide a clear view of account activity, opportunity progress and the commercial decisions requiring your input.
Account for the work
Maintain visibility of account origins and attributable commercial outcomes within the agreed engagement.
Manufacturer control
We develop the customer channel.
You retain commercial authority.
ChannelWorks manages market-development activity. You remain the product authority and the seller, with responsibility for formal commercial commitments.
ChannelWorks manages
- Market and target-account development
- Customer relationships and commercial follow-up
- Opportunity development
- RFQ and quotation coordination
- Account provenance and attribution reporting
- Commercial progress reporting
You retain control of
- Product and technical authority
- Pricing approval
- Customer contracts and formal order acceptance
- Manufacture and fulfilment
- Invoicing
- Warranty and product obligations
Responsibilities and commercial terms are agreed before activation. ChannelWorks coordinates quotations and orders; manufacturer approval remains with you.
The engagement
A staged commitment to developing Australia.
Each stage creates a basis for the next decision. Scope and terms are agreed before work proceeds.
Fit screen
Confirm the product, Australian market relevance and coverage gap are suited to a ChannelWorks engagement.
Australian Market Blueprint
Clarify the Australian market opportunity and where ChannelWorks can add value.
Activation Design
Define a focused engagement suited to your product and commercial objectives.
90-day controlled activation
Put managed customer development into action through a focused, time-limited engagement.
Ongoing market development
Continue managed Australian customer development where there is a sound commercial basis.
A bounded start
Test the commercial pathway before making a permanent commitment.
A focused 90-day engagement gives you active Australian customer development before a longer-term commitment.
Review commercial progress together and decide whether to continue, refine the engagement or stop.
The activation period is a defined scope of work, not a promise of orders or revenue within 90 days.
Commercial visibility
See what is moving commercially.
Measurable progress across account development, commercial opportunities and attributable outcomes. Clear reporting gives you an evidence-led view of the work and its commercial value.
Who it is for
Specialist products. A real Australian coverage gap.
ChannelWorks is designed for established manufacturers in technical, industrial and other specialist B2B markets, including businesses entering Australia and those seeking more consistent local coverage.
Commercial readiness
A credible, proven product, a relevant Australian application and production capacity to support customer demand.
Manufacturer involvement
The ability to support enquiries, provide technical input and make timely pricing and order decisions while retaining product and commercial authority.
A distinct commercial role
A managed capability, with clear boundaries.
ChannelWorks brings market understanding, sustained customer development and opportunity coordination into one engagement. It goes beyond a standalone market report or a handover of leads. You retain the formal sale, and ChannelWorks operates the market-development work for you.
The engagement does not require you to appoint ChannelWorks as a distributor or operate a software platform yourself.
Why SPG Consilium
Commercial development with operating discipline.
SPG Consilium brings commercial and technical experience from complex delivery environments. ChannelWorks applies that discipline to Australian market development: clear responsibilities, structured execution and accountability for the work undertaken.
Led by Michael Giannoukas, ChannelWorks combines technical literacy with a practical focus on customer relationships and commercial progress.
About SPG Consilium →Start a conversation
What would better Australian market coverage look like for you?
Tell us about your product, current Australian activity and the gap you want to address. We will explore whether ChannelWorks is a fit.
ChannelWorks is a commercial capability of SPG Consilium Pty Ltd.