Every day we're out there helping our customers better their partner relationships. Enjoy hearing from our channel experts who have an ear to the ground and who are sharing their latest commentary, musings and advice.
An ideal, fully fleshed out partner management program employs four areas of channel management -- Channel Marketing, Channel Sales, Channel Operations, and Channel Training and each one has its own problems to solve.
Getting direct employees to focus is hard enough; getting your indirect sales channel to pay sufficient attention to your common pipeline, when other vendors compete for the same limited time and mindshare, is simply impossible to do manually, at scale.
I’ve been with Relayware so long that I know the product inside and out. As a result, I’m able to identify what’s really, deeply necessary, and I was able to benefit the Relayware product roadmap with changes that our customers really need.
With a solid strategy in place, that clarifies your objectives along with precisions on who you are talking to and what you are saying, you’ll have much greater success in your channel partner communications.
As a rising junior in college, I’m still not sure what direction my career will take, but I know that no matter what I do there will always be a sales and a marketing aspect to any job I take in the future.
Instead of focusing on attempting to lift an entire channel partner organization, which typically has a number of professionals working on your behalf, find the individual B players and increase their productivity.
When using a CRM solution, such as Salesforce.com, to manage your channel partners, it quickly becomes cost prohibitive to provide every single one of your channel sales professionals with a Salesforce.com license. This is not the case with a solution like Relayware.
Previously in this series, I drilled down into what sustains channel partner engagement and why it’s valuable. Today, I’m going to cover two types of effective motivators -- financial compensation and social reward.
As a starting point for reviewing your partners’ motivation and applicable incentives, take a look at your current behaviors, attitudes and systems as they relate to channel engagement to start your thought process.
Clearly communicate the rules and benefits of engagement to your indirect sales channel. Give them the flexibility to choose when, where, and how they engage as each situation fits their unique image and what it is that they want to be known for.
The Relayware team have returned from SugarCon 2012 in San Francisco after our first year of sponsoring the event. It was attended by around a thousand SugarCRM customers, partners and developers and spanned three days. It’s a unique blend of …