What is Channel Sales? A Complete Strategy Guide

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1. Before you seek out your partners, determine your sales goal and the type of partner that will support it. Then, choose a partner based on that profile. If you’re stuck, return to the “Why use channel sales” section above, and identify the best partner based on your goals. “For example, if you want to break into a new vertical or industry, then you’d want to find partners who have existing reach in that space.” 2. Evaluate the joint value you and your potential partners bring to each other

   In Partnerships

2. “When building a channel sales strategy, you can’t go wrong by defining your ideal partner, setting them up for success with thoughtful onboarding, and supporting them with resources as they go out and sell.” 1. Determine what kind of partner you need

   In Partnerships

3. 1. Determine what kind of partner you need “Before you seek out your partners, determine your sales goal and the type of partner that will support it.” For example, if you want to break into a new vertical or industry, then you’d want to find partners who have existing reach in that space. Or, if you want to improve the customer experience after the sale, then you’d want to find partners who can provide value-added services, such as training and support.

   In Partnerships

4. 1. Determine what kind of partner you need “Then, choose a partner based on that profile.” For example, if you want to break into a new vertical or industry, then you’d want to find partners who have existing reach in that space. Or, if you want to improve the customer experience after the sale, then you’d want to find partners who can provide value-added services, such as training and support.

   In Partnerships

5. Remember that while new partners likely have industry experience, they may not know your product inside and out or understand how to make it relevant for each region, industry, or persona. That’s why partner onboarding is so important. “Don’t wait for partners to request materials. Instead, guide partners through a step-by-step process and offer thorough training on sales must-knows, helping them ramp up more quickly.” At a minimum, your onboarding program should get partners up to speed on the following:

   In Partner onboarding

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