Channel Readiness Blog

Channel Partner Readiness: A Key for New Product Introductions

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Channel Partner Education as Preparation

The ability of vendors, dealers and in some cases retailers to speak to the value and options associated with your product is essential to sales. This is especially true for complex or expensive products. For example, when selling high-fidelity audio equipment to consumers, salespeople have to explain complex technical specifications in such a way the layman understands. A company who has produced a new speaker must be sure the people in indirect sales channels understand what makes the speaker different from the competition. Otherwise, salespeople are likely to go with the item they understand when guiding a customer's purchase decision.

Dealer Education as Marketing Tool

When distributing through indirect sales channels, the fastest way to get consumers excited is to get dealers and re-sellers excited. As soon as you have a finalized design and spec sheet for your new product, you may want to being supplying dealers with educational material and marketing mock ups. Anticipation of the product will encourage pre-orders, allow vendors to begin their own sales and advertising plans and ensure a seamless launch.

Consistent Communication through a PRM System

Launching a preliminary marketing campaign with your dealers should not be a one and done experience. By fostering a two-way communication on your new product, you can optimize dealer buy-in. When your business partners feel tied to the product, they are more likely to succeed in selling it to end-users. No amount of shock and awe in a sudden marketing campaign can compete with the organic relationship between business partners and products that develops over time. You can foster this type of relationship through use of a Partner Relationship Management Portal. Such a portal allows you to provide education, deliver marketing materials, solicit feedback and ensure everyone in your channel is ready for the product launch. When everyone is excited and on the same page, launch success is much more likely.

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LogicBay’s Partner Relationship Management (PRM) Technology is rich with best practice workflows making it easier for organizations to do business with channel partner re-sellers. The result: More engagement and Mindshare. Greater Efficiency and Cost Savings. Alignment with Channel Partners. And, Performance Improvement for the Entire Sales Enterprise.

	Download this premium white paper to learn Channel Management Best Practices – Make it easy for dealers to do business with you, Heighten dealer engagement, Gain mindshare and maximize financial returns. Learn about LogicBay’s 4Core Best Practice Framework including methods for more effectively training and monitoring dealer employee certifications.
	Link to LogicBay’s Library of Partner Relationship Management White Papers. These white papers provide best practice ideas on a Channel Readiness and Performance Improvement strategies. Topics include subjects such as: Effectively launching a LMS for the Channel, Applying Lean Principles to Channel Management, Channel Life-cycle Management, Partner Portal Technology Unification, and much more.
	Link to LogicBay’s Library of Client Case Studies. Learn how LogicBay’s PRM Solutions and Technology have created significant performance gains for clients such as Caterpillar, HP, Daimler Trucks and Outdoor Living Brands.