Drive Your Channel Productivity Globally

If you are selling through the channel and wondering how to do more with less and how to drive better performance through partner relationship management, then you are not alone. All of us who have lived and thrived in the channel have had to face this fundamental question, and we continue to face it today across the many clients we serve globally. As I step back and look at the core success factors that drive a high-performing channel, I find I can group those factors into seven categories. That’s what we will explore here today. Product – If you are selling through the channel and partners, the fundamental reason for that business model is that you have a product or a service that you want to distribute to a broader audience. However, for a group of businesses—your partners—to successfully distribute that product or service, your offering must be unique and stand out.While there are doubtless a lot of me-too products/services that get distributed via channel networks, those relationship are not sustainab