The Right Way to Expand Your Partner Portfolio

Posted by Kellie Auman on Sep 14, 2017 1:45:00 PM

When moving into indirect sales, one mistake we see often is trying to recruit partners without a strategy behind their actions.  Accepting anyone you make contact with will help an ecosystem grow in the short-term, but in the long-term it’s problematic.  Poor partner choices early on can easily cause a vendor to fall into the “sub-optimized” phase of channel development.

A stable ecosystem with predictable growth and good long-term viability is one with a controlled influx of partners, picked strategically so that their strengths, market, and corporate values match those of the vendor.  That’s what makes the difference between a true sales partner which provides long-term value, and a mere sales channel.

Topics: Channel Partner Onboarding, Channel Partner Recruiting, channel partners, partner recruitment

How PRM Makes Recruiting and Onboarding Easy!

Posted by Kellie Auman on Aug 3, 2017 2:10:00 PM

For a vendor, few aspects of growing a sales ecosystem tend to be more time consuming and costly than partner outreach and onboarding.  Finding and recruiting sales partners takes the difficulties involved in sales and multiples them.  Training and onboarding new partners can be an expensive and cumbersome process as well.

Anything which can streamline these critical activities and reduce their costs should be welcomed by a growing indirect sales organization.  Fortunately, Partner Relationship Management (PRM) software can significantly reduce these burdens!  Smart use of PRM can make it easier to identify and recruit partners, while drastically reducing the time it takes to bring them onboard.  Here's how it works:

Topics: prm, Channel Partner Onboarding, Channel Partner Recruiting, partner recruitment

Partner Recruitment and Your Ideal Partner Profile

Posted by Seth Jacobsen on Feb 14, 2017 2:14:00 PM

It’s a buyer’s market out there in more ways than one.  Due to the proliferation of business startups in recent years, and the vast reach of the Internet, virtually every company is facing more competition than ever before.  That’s not just true for B2B or B2C enterprises, but also for indirect-sales organizations seeking to sign up new sales partners.

In the same way that smart marketing today involves aligning sales and marketing efforts to precisely target buyers, a vendor looking to grow their channel ecosystem should also be focused on smart outreach to potential partners.  It can’t be a “one size fits all” effort.  Because local sales outlets almost always have a wide variety of potential partnerships on the table, they’ll be going with the vendor(s) who can best meet their own business needs.

Of course, having an ideal partner profile is key. From there, the better you can communicate your value proposition to each potential partner, the easier it becomes to create a compelling pitch to bring them onboard.

Topics: Scale Your Channel, Build Your Channel, partner recruitment

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