Regardless of how large or small your channel program or the types of channel partners you manage – having an indirect sales force can have a big impact on revenue growth. But indirect channels can also be complex. Optimizing your channel sales model at each stage of program development will increase channel effectiveness.
eBook: Read the findings from this study to understand how industry trends are affecting indirect channel go-to-market strategies.
Define Strategy: How can you accurately identify target markets, set financial objectives and create a compelling partner value proposition?
Target and Select: What are the right types of partners for your channel strategy? How can you effectively identify and recruit them?
Support and Enable: What is the best way to create value-added programs for your partners to foster growth and build capabilities? What parts of the sales cycle do you expect your partners to be responsible for? How can channel conflict and overlap be managed?
Monitor and Measure: How can you continually evaluate partner capabilities and performance against financial objectives?
Case Study: Read how a global industrial manufacturing company had an effective distribution-focused sales model, but needed an improved structure with focused incentives and rewards.
A well-executed channel sales program can extend your market reach, add critical expertise to the sales organization and help you meet your revenue growth goals.
Watch this video to learn how to create a strategy for channel partnerships:
Contact us today to see how the Alexander Group can help Channel Sales Leaders.