Channel Management ExcellenceDrive 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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“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…
“I am dumbfounded! It’s the last two weeks of our quarter and the email I just sent to the partner sales rep running the largest deal of the quarter generated an out-of-office response saying she’s on holiday for the next 10 days! How can she think it’s OK to take...
I’m a bit suspicious when I hear this kind of complaint from a Channel Manager because it’s often just a veiled attempt to portray the Channel Manager as indispensable and indicate no revenue would happen without them. More importantly it...