Channel Management Excellence

Drive and grow thru-channel (direct or in-direct) revenue.

Driving revenue directly or indirectly through a partner channel is hard. Whether your channel strategy includes resellers, system integrators, ISVs, distributors or any combination, effectively “managing” that channel requires operational execution excellence and a motivated team.

Traditional sales operations do not easily “transfer” into channel management operations, and traditional sales people are rarely effective as Thru Channel resources. As a result, careful planning, hiring and execution is required.

Our Channel Management Excellence (CME) solution includes helping you properly define your Thru Channel roles, develop or refine the required operational execution processes and metrics, raise the behavioral skill sets of your Thru Channel team, and develop the selling skills of resell partners.

A Customer Success Story

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Channel Management: Job or Profession?

“Jasmine has a ton of potential but is really struggling to close deals as a direct sales rep. I think she would be better suited in a Channel Management role.”

“Roberto, one of our best Customer Success Managers, really wants to move into a sales role but…

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