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6 Key Tools for a Fully-Enabled Channel Partner
successfulchannels.com
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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:
Access to MDF with ROI Tools: Access to MDF / Coop funds and ROI tools to help execute more successful and profitable demand generation activities “Access to Incentives with ROI Tools:Programs that will reward the extra sales efforts and also generate better ROI for the vendor and the partner” Each of these partner needs are matched with specific tools that you can make available to your channel network. This table defines the enabling tool category that aligns with each partner need along with the result and measurable outcomes you can achieve.