Your Partners Aren’t Selling­ Are You Setting Them up for Success?

Posted by Seth Jacobsen on Feb 9, 2015 7:30:00 AM

Bringing on partners is usually a great way to expand your company’s business. These businesses can reach new customers on your behalf and even explore new markets. The potential profit any partner represents can be huge. Unfortunately, some partnerships  don’t always live up to your expectations - or theirs. However, if a partner is underselling, some of the fault could belong to you. Let’s look at some ways you can help set your partners up for success.

Topics: channel support

Building a Partner Relationship Management Culture

Posted by Seth Jacobsen on Dec 9, 2014 1:39:00 PM

You are the VP of Sales and Channel Support for a rapidly growing high tech company.  It has become clear that you need to re-evaluate your channel sales strategy and begin to consider what technology options are available to help you better support your sales partners.  In many ways this is a cultural shift. You have consulted your existing channel partners to evaluate their needs, and based on past experiences, you know that some of the keys to a successful channel partner strategy involve the following components:

  • Recruit and retain the right channel partners
  • Onboard and educate new channel partners quickly and efficiently
  • Provide ongoing support through training and certification, marketing collateral, marketing strategies, etc.
  • Monitor their progress and deliver the right incentives to promote future success
  • Deploy a system that allows for bi-directional lead management and pipeline visibility
  • Provide a forum for customer feedback and allowing your partners to share best practices

 

Now that you have identified your most pressing needs and developed the plans and documents - on your side and at the partner level - the hard part remains to find a technology solution that can help.

Topics: prm, Build Your Channel, partner relationship management, Partner Portal, Partner Collaboration, PRM in the cloud, channel management, Understanding PRM, Channel Marketing Strategy, Channel Sales Productivity, channel partner management, channel support

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