4 Ways You and Your Partners Can Accelerate Your Channel Sales

Posted on March 6, 2019

By Olivia Garrett

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Your channel sales are looking good—but they could always be better. If you’re looking for ways to boost your sales, look no further than your partner relationship management (PRM) software. By effectively leveraging your PRM system, you and your partners can work together to accelerate your channel sales and ultimately drive revenue for your organization. The question is, how do you make it happen?

 

Modern PRM software is designed to streamline communication and collaboration, essentially making it much easier for you and your partners to work together to achieve your business goals. When used correctly, your solution should improve both your partner’s business and your own. That said, the right PRM software will take it a step further by helping your partners turn their sales prospects into customers.

 

 

Here are four ways that you help your partners accelerate sales using PRM software:

 

1. Give your partners a way to stay organized.

One of the ways you can boost channel sales with your PRM software is to help your partners stay organized. By ensuring that your partners can prioritize specific deals and prospects, you will help streamline the sales process and make it easier for your partners to close deals. PRM software helps centralize all of your content and training materials in one place, making it much easier for your partners to quickly access what they need.

 

 

2. Equip your partners with the knowledge they need.

Because your partners are separated from your company and products, they likely don’t have the same expert knowledge as you and your team members. That’s why it’s imperative that you equip your partners with the right product information and training materials. This way, you can ensure they’re always knowledgeable and kept up-to-date on the products they’re selling for your company. Make sure the materials you provide are both informative and engaging because this will encourage your partners to view and share the content on your PRM tool.

 

 

3. Provide a variety of shareable content.

To engage your partners and help them increase channel sales, it’s crucial that you provide a variety of shareable content—such as white papers, e-books, articles, infographics, case studies, webinars, and videos—on your PRM software. By posting the right content at the right time, you and your partners can build a solid pipeline and drive increased sales.

 

A survey by the Content Marketing Institute found that 50 percent of respondents said e-books, white papers, and case studies were among the most successful types of content at their organization. In some cases, co-branding these materials is a great way to help your partners personalize their content and make it more engaging for their prospects. As part of your content strategy, you should also develop target personas and then segment your content to reach those individuals. This will help drive engagement and ensure your content is relevant to the people it reaches.

 

 

4. Pay attention to metrics.

Real-time analytics are one of the best things about modern PRM software because they can be used to help inform your content strategy moving forward. You should keep track of the different tasks and assets in your PRM system to see what’s working and what’s not. Doing so will enable you not only to better leverage your top-performing content, but also to tweak the content that’s not resonating with your partners. Make it a point to check your analytics frequently and use your findings to make smarter, data-driven decisions regarding your channel content.

 

By leveraging a comprehensive PRM solution and following these guidelines, you and your partners can collaborate more efficiently and drive increased channel sales. Download the Allbound Partner Success Kit to gain the expert resources and insight that you need to supercharge your channel and take your sales to the next level.