4/16/09 Navigating the Channel Onboarding Partners for Peak Performance and Profits The E-ticket to Channel Success is a collective of actions, understandings and behaviors that lead to partner driven success. In every productive channel I’ve seen over the past 25 years all 5 of these elements existed. In every case of failure one or more of these elements were missing! E-Ticket to Channel Success… ENTHUSIASM ENTERPRISE EDUCATION EASE EXECUTION
E ticket to channel success
Jun 13, 2015
5 Easy to Understand Principles to Channel Success
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4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
The E-ticket to Channel Success is a collective of actions, understandings and behaviors that lead to partner driven success.
In every productive channel I’ve seen over the past 25 years all 5 of these elements existed.
In every case of failure one or more of these elements were missing!
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION
4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
E-Ticket to Success Elements
• Ease• Education• Enterprise• Enthusiasm• …and the critical binder- Execution
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION
4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
EaseEasy to work with in every sense of the word. Become the vendor partner they go to first because you make their job easier from first call to closed deal.
• Responsive to requests for assistance– Quotes, RFPs, Meetings, Demos,
Collateral, Pre/Post Sales Support, access to training, opportunity registration - just be EASY!
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION
4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
EaseWhy would you care?
Because resellers traditionally offer many products to address their customer’s needs – many overlap.
Regardless of price/margin they will always lead with the option that is the ‘easiest’ for them to sell with less obstacles to navigate.
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION
4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION
EducationResellers will be more comfortable recommending the product they know the best.
Resellers will be more comfortable recommending the product their technical people are most proficient at demonstrating, implementing, training and supporting..
E-Ticket to Channel Success…
4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION
EducationSales training must be initiated within two weeks of signing contract as a critical component of proper on-boarding.
A mix of online one-on-one, CBT, Webinars and onsite visits is the most effective.
E-Ticket to Channel Success…
4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
EnterpriseEnterprise = Account Penetration = Up-Selling = leveraging the resellers’ Farmer nature of account care and nurturing.
Products that spawn greater opportunity throughout their customer’s business are far more appealing than one-off sales.
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION
4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
EnterpriseEnterprise sales environments are more inclined to require greater services sales opportunities from Business Process and Work Flow reengineering to Integration Service requirements in multi-platform and heterogeneous infrastructures.
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION
4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
EnthusiasmEnthusiasm is the catalyst that inspires confidence in the sales representative and their customers.
Enthusiasm about the product, program and partnership begins with the Partner or Channel Account Manager and can be a force to shorten sales cycles and overcome stiff competition.
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION
4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
ExecutionDiligent Execution is the lynchpin and most important of the earlier four components it unites.
Execution is following through on your promises, hitting deadlines and is critical to establishing loyal partnerships based on trust and respect.
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION
4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
ExecutionExecution is leading by example.
Execution is establishing a pattern of consistent responsiveness that must be in place before expecting the same from your partners.
Your partners are frequently expected to put their reputations on the line and without trust it won’t happen.
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION
4/16/09
Navigating the Channel
Onboarding Partners for Peak Performance and Profits
Need help executing your Channel Plan?
Call: Ken Beam, The VAR-City
Office: 972 800 2434Direct: 972 240 8793Mobile: 469 263 3084Skype (var.city) [email protected]://www.thevarcity.com
E-Ticket to Channel Success…
ENTHUSIASM
ENTERPRISE
EDUCATION
EASE
EXECUTION
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