As companies grow, they often find themselves looking to other companies to create new advantages. Strategic partnerships are mutual agreements in which companies establish objectives and goals to accomplish together. While this concept is by no means new to the world...
Consider partner communication one of the vital organs essential for survival in channel sales. Effective communication builds strong relationships with channel partners and improves productivity, which, in turn, drives sales numbers. And because business moves...
First off, congratulations on the new role! And if it’s your first time in channel management, welcome to an exciting industry. With a little planning and legwork, you should be able to transition into your new role in no time. Having a game plan for your first 90...
We hate to break it to you: Your partners have priorities other than simply selling your product. As resellers for numerous brands, channel partners interface with numerous companies at any given time. And it goes without saying that partners prefer to interact with...
Onboarding is one of the most important steps in establishing channel partner relationships. The old idiom that first impressions are the most lasting is a cliché for a reason. A subpar channel partner onboarding process can jeopardize a relationship before the...
It can be a rough and confusing experience when, in the course of reviewing your channel performance statistics, you run into numbers telling you that, while your partner program has grown, your revenue hasn’t. The key performance indicators (KPIs) don’t lie—despite...
Developing a successful partner program is easier said than done. In fact, recent research finds, while roughly one-third of businesses support indirect sales channels, not all companies excel at providing their channel partners with the right guidance, technology,...
We’ve said it before, and we’ll say it again: Managing channel partners is way different from managing your direct sales team. Instead of dealing with reps on a day-by-day basis, your interactions with channel partners are inherently different. What isn’t that much...
Using gamification in sales has long been a way to motivate direct sales reps. But with the diverse locations between channel partners, there are some additional challenges to making sure that sales games are effective. Ideally, you want to make sure that you are...