InDirect Sales Channels
Partner Relationship Management
Done right, Distribution channels are one source of Competitive Advantage for your company. No balance sheet risk, little to no P&L risk, and significant leverage from sufficient investment. The keyword is sufficient, enough to achieve the quality and volume predicted and committed to in the annual plan.
Unfortunately most channel programs lack transparency except for the pass/fail number every interval on performance. The implications are not good for companies that care about measuring contextual elements regarding digital marketing assets, channel engagement, process quality, and channel investment yield. The binary is easy, the why of it requires feedback.
Companies want a breakthrough that will take their channel sales to the next level. But it’s hard to know how to get there from here.
Do any of these friction points sound familiar?
Click any of the pain points below to view a case study on the topic:
- We struggle with recruiting partners and getting them up to speed quickly
- We do a poor job of managing our sales leads
- Our training efficacy at the partner level is substandard
- Our information systems don’t talk to each other
- Our partner marketing support (e.g., materials, incentives) is ineffective
- We lack real-time dashboards to monitor channel KPIs
- We need to make it easier for our partners to do business with us
- We need to accelerate sales through improved processes and content management
The good news is that a comprehensive channel management methodology, coupled with advanced software tools, offer a path to revenue goals that channel managers can meet.
Subscribe to Mailing List
WhitePaper - The ROI of Partner Relationship Management
Channel Partner Blueprint
Achieving your channel goals is much easier to do with a plan.
Building a good plan takes considerable insight and effort. In addition, the politics of change and change management can make developing a plan a burdensome task.
Click here to learn more about building a Channel Partner Blueprint.
Channel Challenges you may be experiencing.
- Too few partners
- Too many partners
- The wrong partners
- Long RampUp times
- Expensive RampUp Process
- System complexity
- Expensive systems
- Too much effort
- Inflexible, UnChangeable
- UnTrackable Performance
- Low Channel Mindshare
- No idea what partner needs to succeed
- Underperforming partners
- UnPredictable partners
- High Partner Churn Rate
- Expensive Channel Marketing
- Software Not Mobile
- Training is Slow
- Slow Untimely Reports
- Missing Data
- Wrong Information
- Weak Reporting
Indirect channels offer the benefit of partially dedicated sales resources that are not on your payroll. Sounds great in theory, yet acquiring and maintaining mindshare is critical in achieving channel business objectives.
Marketing wants control over their brand assets at all times, and PRM solutions that use indirect techniques are at the forefront of industry best practices.
Are you Ready for InDirect Sales?
We help companies build Buyer Personas to drive Customer Intimacy.
We help companies use Segmentation in the Top of the Funnel.
We help focus companies on the Bottom of the Funnel.
We help enable high Performance sales teams.
We help drive down the Cost of Sales.
We build Competitive Advantage.