The Simple Secret to Developing a Modern Sales Channel Strategy

Posted by John Panaccione on Oct 5, 2017 10:30:00 AM

I always look forward to reading HubSpot’s annual State of Inbound report. It’s full of interesting sales and marketing information and statistics, including top priorities and challenges from more than 6,000 respondents. More on this to come. First, let’s examine why these statistics are important.

Meeting the needs of today’s B2B buyers.

A common-sense approach to designing an effective sales strategy involves meeting two time-tested variables:  relevancy and timeliness.   Merriam-Webster defines relevant as “having significant and demonstrable bearing on the matter at hand”, and timely as “coming early or at the right time”. For those selling through sales channel partners, there is complexity in making this happen.

Topics: Build Your Channel, channel sales, channel strategies, channel marketing, sales channel

6 Keys to an Effective Channel Strategy

Posted by Seth Jacobsen on Jul 6, 2016 10:40:00 AM

There's little doubt that for new vendors on the market, the first year or two of building a productive collection of channel partners to help you grow is a challenge. With so much competition for channel attention, you need to stand out from the start to help attract and enable new partners.

That's precisely what Partner Relationship Management (PRM) software is built for. A single SaaS-based solution for channel management, which can scale from small to large organizations just as quickly as your channel program grows. But we've learned that success doesn't actually start with a PRM solution.

Based on our experience working with small-to-mid-size businesses in the developing phases of a channel program, we've identified six key areas which are necessary for rapid and successful channel growth.

Topics: Build Your Channel, channel strategies

Four Channel Management Strategies for Maximizing Sales

Posted by Seth Jacobsen on Apr 26, 2016 2:25:00 PM

Sales channels are the true lifeblood of any indirect-sales organization, which makes managing them a tricky proposition. How do you ensure you get the revenues you need to continue growing your business, while still presenting a solid value to the sales channels who are also looking to turn a profit?

This is the essence of good partner relationship management, maintaining the balance between your needs and theirs, so that both enterprises can profit.

Often, this boils down to one simple thing: Making life easier for your channel partners. The more support you can give them, and the more information they have to work with, the better they'll be able to promote your products and services. Better yet, they'll be more enthusiastic about it too!

Topics: channel partners, channel sales, channel strategies

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