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.
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 …