Drive Your Channel Productivity Globally

A lot has changed around the world in all aspects of our life over the past 18 months, and that includes how lead management works in a distributed partner network. Before we delve into what has changed, what will change further and how to prepare for it, let me take a moment to describe what channel lead management is: If you are selling through a channel then you have one or more types of partners, such as resellers, value added resellers (VARs), agents, sub-agents, distributors, wholesalers, affiliates and more. Nearly all of these types of partners have an impact on your sales, either directly or indirectly. In general, there are two types of partners: Transacting partners – These are the partners who are actually actively selling your products on their website or through their business services. They may or may not provide additional post-sales customer care or services, but most do today because they can get recurring revenue from a sale. Since transacting partners are selling, they will have need