Channel Pricing Associates


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Channel Pricing Associates is a sales and market strategy consulting firm operating in a highly focused and specialized niche: helping manufacturers develop and implement the right combination of pricing, discounts, rebates, incentives, terms, conditions and policies to recognize, compensate and motivate their channel partners.

Our mission is to help manufacturers evaluate, overhaul and/or fine tune their channel pricing strategies. We provide objective analysis and guidance to help manufacturers drive sales growth, increase margins, manage channel conflict, and motivate channel behavior.

Our team provides a high level of service to our clients, drawing on a cumulative experience of over 75 years.

Sam Shapiro is the President of Channel Pricing Associates. Sam spent over a decade with a broad-based channel strategy consulting firm before founding Channel Pricing Associates.

Sam brings an in-depth understanding of channel behavior, built on ten years of dealing with channel issues from the distributor's side of the desk. He is the author of many published articles,and is frequently invited to be a speaker at Channel Pricing conferences, seminars, and workshops. Sam received his MBA from Boston University.

Marjorie Brownman is the Director of Market Research. She applies her extensive experience in pricing issues in healthcare to a broad spectrum of industries.

Marjorie has conducted a wide range of channel marketing research in the high tech and manufacturing sectors leading to more effective and profitable channel programs for clients. In addition, she comes from a public accounting background. Marjorie received her BA from Duke University and MBA from Babson College.

Gale Alexander is the Marketing and Administrative Manager at Channel Pricing Associates. Gale brings a wealth of marketing and administrative experience to this position. Gale received her BA in Organizational Management from Eastern University, PA.

Jerry Bernstein is an expert in pricing for manufacturing companies with engineered and technology based products.Jerry gained broad experience in this sector, beginning in 1989 as an internal pricing consultant for a division of Emerson Electric. He also was Director of Price Improvement for the Emerson Process Management Business Unit (formerly Fisher-Rosemount), and then served for six years as Director of Price Improvement for Emerson Electric, reporting to the Senior Vice Chairman of the Corporation.

Jerry brings over 16 years of pricing experience. His methods are proven through his work with over 40 global industrial/technology based companies, each having $50 Million to $15 Billion in sales. Implementation of his pricing processes, combined with detailed operational experience, result in significant increases in client company profitability.

Viewpoint Research is a leader in the area of market research, with an emphasis on the high-tech industry. The Viewpoint team is led by Cynthia Privett and Doronthy Rosenthal.

Cynthia Privett has conducted hundreds of channel partner and customer studies and has audited the channel programs of more than 200 vendors throughout her career. Prior to Viewpoint, Ms. Privett was director of channel research for InfoCorp, a market research firm later acquired by Gartner Group.

Dorothy Rosenthal brings more than 20 years of experience in channels. She has a specialty in vendor strategies, programs and implementation. Prior to joining Viewpoint, Ms. Rosenthal served as Director of Channels Consulting at IDC. During her 15 years at IDC, she also spent 11 years as Director of Channels Research. She maintains extensive contacts at all primary distributors and across a variety of channel partner types.

BlueRoads provides channel management software as a service that enables companies to close the sales loop through indirect channels. Vendors including Avaya, Hitachi, Juniper, Nortel and emerging companies such as Caymas, Proofpoint, Verilink are using BlueRoads to increase channel visibility through modules such as deal registration, lead management, dynamic partner profiling, and more.

Using BlueRoads, sales and marketing execs can monitor and manage channel partner performance down to the activity level of individual partner salespeople to improve indirect revenue performance and predictability. Because BlueRoads was designed to benefit partners, not just vendors, it has achieved one of the highest adoption rates in the industry with thousands of partner organizations actively using the system today.