Refine Your Partner Recruiting With A Go-To-Market Strategy

Posted by Seth Jacobsen on Mar 9, 2017 10:40:00 AM

GTM strategy documents are starting to become fairly commonplace throughout sales-oriented businesses, particularly those who deal directly to specific target niches in B2C or B2B markets and want to ensure an audience focus.  They might not immediately seem to have relevance to indirect sales ecosystems – since many of the elements covered by a GTM document would be handled by partners – but they can be put to use specifically for targeting your own partners.

After all, as a vendor, you are effectively selling yourself to your partners.  And as we’ve discussed in the past, smart alignment between your own business goals and those of your partners is key to building effective long-term partnerships.  A partner-focused GTM strategy can bring many of the same benefits to partner recruitment and retention that they bring to a direct sales strategy.

In particular, with increased competition in the indirect-sales market, a good GTM strategy can help you differentiate yourself in markets where partners may be choosing between many vendors.

Topics: channel partners, marketing, sales partners, gtm strategy

Reviewing 2016 To Create A Better 2017 For You And Your Sales Partners

Posted by Seth Jacobsen on Dec 15, 2016 10:20:00 AM

The end-of-year is coming up, which makes this an excellent time to review the performance of your indirect sales channel.  One of the most critical aspects of managing a network of channel partners is continually monitoring key performance indicators for areas of improvement. 

At the end of the year, you also have the opportunity to evaluate what's working - and what's not - as you establish goals for the upcoming year. By taking a critical look at 2016’s performance, you can help ensure that 2017 looks even brighter for yourself and your partners.

Topics: Scale Your Channel, sales partners

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