Drive Your Channel Productivity Globally

More and more companies are marketing and selling through the channel to increase reach and velocity of product distribution. With that said, implementing this sales approach is a very complex undertaking, and it’s easy to get off track. Here are the 5 core partner relationship management best practices to help you scale.  Know Your Partners  Before you can put together a solid partner relationship management framework and strategy, it is essential for you to understand who your partners are, how they make money, how they differ in the marketplace they sell to, and what keeps them awake at night. Without understanding these fundamental drivers, it is almost impossible for an organization to get true engagement from its partner base.   In addition to understanding their business drivers, it is also important for you to figure out how your products fit into their product portfolio. If your solution is the primary product in their portfolio, they will engage accordingly, but if you are just an add-on, y