Whether your company's business model is initial license with implementation and/or annual support services, SaaS recurring revenue model with no services revenue or a mix of these models, you're looking for scalability and exponential growth.
It's common sense that to generate business, you need to get the attention of customers and convince them your product can solve their needs. But this simple sentence carries great challenges of so many varieties for most companies when it comes to direct sales costs.
One of the most important exercises a vendor can perform with its channel partners is a yearly sales forecast. Not only does it create a road map for the channel partner to follow throughout the year, it provides insight into how important the vendor is to the channel partner (and vice versa).
In part one of this series, we offered up five considerations when onboarding new partners or working with existing partners to increase sales. In part two, we offer five more points on ways to get your sales channel partners to sell your product.
Many years ago a friend explained the term “Barney Partner.” This is where a sales partner is secured and signed, and a fanfare of PR is used to announce the partnership between the companies, but then the partnership doesn’t produce any customers.
Are you making these mistakes when you partner with managed service providers and IT service providers? If you are, it will hamper, damage or kill your success with sales. Here’s what you need to avoid.
How do you transition from predominantly direct sales to being committed to growing through the channel when you MUST meet your quarterly sales targets?
John Paul Getty said, “I'd rather have 1 percent of the effort of 100 men than 100 percent of my own effort." If a company can benefit from mutual cooperation with others, then why would it not consider working through sales channel partners?
In medieval times science was regarded as magic, as people felt it couldn’t be understood. In my early business experience, as a former deep software techie, business development and partnering couldn’t be an exact science. I wrongly believed you couldn’t clearly define how you map out how to get to your customers that every advertisement, PR piece, event and sales letter was a shot in the dark that by chance would produce some results.
If you want an instant heated and strong opinion then just ask a vendor executive whether his or her company would award exclusivity to a reseller. Mostly they would answer with a flat, “No way,” or, “Not a hope.” The response is not a rational one.
With your company growing across the United States and maybe in some international markets, you now maybe thinking about pushing into other developed markets.
I hear many times from vendors about channel partners who didn’t work and within a short conversation it becomes clear why. It’s always easier after the fact to determine what went wrong, but it's also easier to point out the lessons learned and how the wasted time could have been prevented.
Read about @coxbusiness' acquisition of @Logicworks. dlvr.it/Shty4t https://t.co/3MaKai6SVr
Where in the world are the top MSPs?? Take a look at the infographic breakdown of 2022 #MSP501 winners by region >>… twitter.com/i/web/status/1…
.@SovosCompliance offers tips for how and when to revamp #partnerplans. dlvr.it/ShtDgv https://t.co/vPzajXnjee
Day 2 of #ZTW: @ThreatLocker unveils new Ops threat detection tool. dlvr.it/Shs93Y https://t.co/dAnj6IUiF2
.@broadvoice appoints a channel vet as new program leader. Before joining the company, he had risen through the ran… twitter.com/i/web/status/1…
More activity over at @Pax8 (which just hired @RobTRae): the #cloud marketplace firm has purchased @BamBoomCloud.… twitter.com/i/web/status/1…
.@SamsungMobile launches #GalaxyS23 phones, new #GalaxyBook3Ultra at Samsung Unpacked. dlvr.it/ShrW8G https://t.co/DloltwdMsE
The new partnership between Channel Futures and @ITExchangeNet is poised to benefit the partner community.… twitter.com/i/web/status/1…
