Selling through a channel partner program and keeping your partners motivated can be complex and time-intensive to manage. Partner programs consume various resources in planning, implementing, and maintaining your strategy. Just when you think you have your program on track, it derails with only some partners selling successfully and others not so much, or even at all.
Whether you’re starting out or have been managing channel sales for a while, the steadfast goal remains to encourage partners to sell your products effectively.
So how can you empower your partners to add greater value for clients and keep revenue on track? Read on to learn the four ways you can enable your partners’ success. And find out how to make the most of your partner ecosystem and maximize revenue from channel sales.
Effective channel partner management techniques help you collaborate with your partners and generate predictable revenue. See how you can boost channel sales and augment forecast accuracy.
Track and nurture your pipeline with a partner management solution. Register deals to view every stage of the lead or opportunity and facilitate efficient sales operations. Ensure that each lead has only one active sales process to avoid channel conflicts.
Partner management software makes it easier to notify your partners about client requirements. It also shows close/win dependencies and special pricing offers when you share sales leads with your channel. To gain control of your pipeline, you can:
Making judgments based on assumptions can lead to mistakes in product development, strategic investment, and resource management. With a partner management solution, you can access the data you need to make informed decisions:
Successful onboarding of new channel partners requires learning resources like product handbooks, solution sheets, videos, product demos, and integration documentation. Make these resources accessible in your partner management portal and train partners to make better product pitches.
Use the following materials to promote well-versed channel partners:
Augment the learning experience for partners by providing certifications and rewards for successful completion of courses. It also allows them to pursue education according to their interests and competence areas.
Decide and agree upon the measures of channel success. Work with your partners to ensure that you both understand what success means.
Have your program managers pay attention to the following KPIs, for example:
Pipeline metrics
Profitability and sales metrics
Improve your partner programs and position your business for revenue growth by increasing partner cooperation through:
Investing in a partner revenue management solution supports healthier partner cooperation with less churn and more predictable revenue.
A cloud-based solution like Zomentum PartnerAlign delivers optimal results and scales your channel operations. This one-stop solution enables you to:
Get your partner revenue on track and scale your business faster with PartnerAlign. Apply to Join.