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Go from Monologues to Dialogues with Your Channel Partners

One of the main mistakes very busy vendors make is talking TO channel partners and missing the opportunity to hear and listen their partners.

Relayware Partner Relationship Management
 

Go from Monologues to Dialogues with Your Channel Partners

 

One of the main mistakes very busy vendors make is talking TO channel partners and missing the opportunity to hear and listen their partners. Too often channel managers are in a hurry and rush forward without giving partners the time or best avenues to provide productive response.

It’s essential to foster responsive dialog with your partners. However, we know that you are too busy to conduct countless one-on-one conversations with each and every channel partner, much less each partner professional at each channel partner organization. So, how does the most capable channel manager create personalization and listen and move swiftly? With sophisticated partner relationship movement solution.

First, ask for feedback from your partners. Don’t just assume that because you say it, that it’s the best. Publish data sheets, and then ask if these provide the right amount of depth. Provide training materials, and ask your partners if they are useful.

Establish a response rate benchmark. Some people will never respond. Some will only respond if there’s a question mark at the end of a communication (e.g., “What did you think?” “Was this helpful?” What would you like next?”)

Then, notice when you are getting no responses or fewer than average. Is your timing off? Was your last email on the last day of the quarter? Was it sent during a significant industry conference? Have a pulse on your partners’ lives outside of you.
 
Personalize your message. This is easy with a personalized partner portal and dynamic content that comes to your partners at precise points during their unique partner journey. Know your partner professional’s digital footprint, expertise, geography, tenure and more.

Benchmark your content. Do on-demand webinars work best for certain types of trainings? Do more of your partners engage with live trainings for certain areas? Are PDFs the right format for data sheets? And PowerPoint is the best format for quick overviews? Maybe. Maybe not. Try different formats, and tally the usage rate.

Are your partners socially engaged? Do they
(activity stream on partner portal)
(SSO)

 

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