Choose the Right Channel Sales Partner
Poor channel partner selection can spell disaster. The right approach includes realistic self assessment and an effective partner evaluation framework to find complementary candidates.
Member Challenge
- Channel/routes to market goals are undefined.
- No accurate self-assessment of internal partnership go-to-market capabilities.
- Lack of a channel sales partner evaluation tool/framework.
- Lack of buyer channel preference and unknown requirements for channel partnerships.
- Channel marketing, sales, and customer service programs lack clear metrics to assess channel partnership success/failure.
Our Advice
Critical Insight
- As a software company leader, choosing the right channel partner or partners may be one of the most important decisions you make to drive growth, scale, and future success.
- However, that success is not guaranteed. The competition for channel partner mindshare has never been higher, as leading providers such as Salesforce and Microsoft actively recruit thousands of new partners each year.
Impact and Result
Requires a self-assessment of your company to identify what is needed to select a qualified channel partner against business goals.
- Uses a channel partner evaluation framework to assess channel partners’ strengths and challenges.
- Delivers prioritized good-fit channel partnership candidates for products, services, or sales.
- Enhances your skills using modern processes and data science to shift your knowledge from guessing to fact-based partner decisions.
Research & Tools
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1. Choose the Right Channel Sales Partner Storyboard – Through a self-assessment process, determine what types of channel sales partners are suitable for your company’s needs.
Using a nimble approach to evaluate partnerships, you can select the kind of partner(s) that best enables your sales strategy.
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Choose the Right Channel Sales Partner Storyboard
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2. Choose the Right Channel Sales Presentation Template – This template will help you understnad the process, milestones, and research to determine the right channel sales partner.
A best-of-breed template to help you build a clear, concise, and compelling strategy document.
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Choose the Right Channel Sales Presentation Template
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3. Choose the Right Channel Sales Partner Workbook – An efficient and easy-to-use diagnostic interview guide of your channel sales capabilities and your goals that identifies foundational gaps.
An efficient and easy-to-use diagnostic interview guide of your channel sales capabilities and your goals that identifies foundational gaps.
This workbook helps you research and prioritize which partnerships will be the right fit for your company’s goals and capabilities.
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Choose the Right Channel Sales Partner Workbook
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