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6 Key Tools for a Fully-Enabled Channel Partner
successfulchannels.com
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Partners are third-party businesses that are authorized to resell your products and services. That description is a long way from the ideal partner (reseller) profile. The ideal partner organization is one that is motivated, trained, invested, capable and incented to grow your business. These enabled partners identify themselves as a primary business agent for your brand focused on selling, implementing, and servicing your products and services in their local market. The path to get all of your partners to this ideal level is through effective enablement. “The top 20 percent (Pareto) of most channel partner networks get 80 percent of the enablement investment because they have historically generated 80 percent of the revenue.” Once you have decided to make the investment, enabling in an empathetic and supportive way is the best approach to gain your partner’s trust and commitment to your brand. A great place to start is demonstrating your understanding of their business and their needs. Organize your enablement investment around the things that matter most to your partners.
Partners are third-party businesses that are authorized to resell your products and services. That description is a long way from the ideal partner (reseller) profile. The ideal partner organization is one that is motivated, trained, invested, capable and incented to grow your business. These enabled partners identify themselves as a primary business agent for your brand focused on selling, implementing, and servicing your products and services in their local market. The path to get all of your partners to this ideal level is through effective enablement. “It is important to continue to enable these top partners, but even greater growth potential exists by enabling other tiers within your partner network.” Once you have decided to make the investment, enabling in an empathetic and supportive way is the best approach to gain your partner’s trust and commitment to your brand. A great place to start is demonstrating your understanding of their business and their needs. Organize your enablement investment around the things that matter most to your partners.
Partners are third-party businesses that are authorized to resell your products and services. That description is a long way from the ideal partner (reseller) profile. The ideal partner organization is one that is motivated, trained, invested, capable and incented to grow your business. These enabled partners identify themselves as a primary business agent for your brand focused on selling, implementing, and servicing your products and services in their local market. The path to get all of your partners to this ideal level is through effective enablement. “Increasing investment levels in second and third tier partners can generate an even greater return on investment by activating entirely new classes of partners.” Once you have decided to make the investment, enabling in an empathetic and supportive way is the best approach to gain your partner’s trust and commitment to your brand. A great place to start is demonstrating your understanding of their business and their needs. Organize your enablement investment around the things that matter most to your partners.
Solution Description: The ideal situation it to provide incentive opportunities and have partners make the business case for gaining access to these incentive programs. Partners should set specific, time-bound goals for what they’ll achieve with these incentive programs which must be reviewed and approved before they gain access to these programs. Partner team members are then rewarded by both individual performance levels and for achieving the goals they committed to prior to the program started. “Partner incentive planning and forecasting tools make it easy for partners to plan how they can use them to motivate their team and estimate the impact they can have on revenues.” Enablement tools can turn a good partner into a high performance partner by streamlining many manual tasks and improving planning and forecasting steps. Some key success criteria for these enablement tools are as follows:
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