Companies wishing to scale-up and accelerate their global business need to develop an indirect go-to-market (GTM) via sales channels. A viable Channel Strategy is comprised of several elements together creating long-term channel commitment and constant channel engagement and optimization, all leading to growth. Channel strategy overlooks channel development & programs, channel management, partner enablement & training, and channel marketing. We help organizations define and execute full go-to-market or specific programs such as deal registration, sales training program or go-to-market.
Channel Development starts with defining your partner profile (who) and program (why), followed by partner recruitment – finding the right Partners to best suit your company’s goals and strategy. This should be followed by a closely managed partner on-boarding, and secured with highly engaged joint sales and marketing, business monitoring and partner sales incentives.
Channel Management is the essence of partner loyalty and is essential for business growth and continuity. The quality of Channel Management defines the level of partner commitment and its vendor mindshare. Sales automation based on PRM (Partner Relationship Management) systems enables vendors to create Channel sales transparency, partner base optimization and indirect business monitoring & reporting.
Enabling partners professionally is a key for business growth as well as reduction of operational overhead and support. Whether it’s sales training for your Channel Partner sales force or technical training for the channel technical team – a comprehensive and accessible online training and certification program will ensure your partners convey the right messages to the right target markets, and deploy your product successfully.
Channel Marketing plan
Creating a Channel Marketing plan and go-to-market with your partners, based on corporate marketing strategy, is mandatory in every global company in order to create market-specific demand generation and brand recognition. Leveraging partner marketing teams and resources will generate a higher and more effective impact.