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Channel enablement best practices: 6 expert strategies for partner ...
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But what about partners who aren’t top performers? “You can’t scale that [concierge-level] investment across all partners, but you can offer tiered enablement,” says Steele. “A-level partners can be part of the concierge program while B-level partners are enabled through digital programs that help partners with lead generation but require less investment from the vendor.” “Consider some version of this when deciding whether a partner is in or out of a program or what tier they’re in.” 3. Staff Your Partner Program with Channel & Solution Subject Matter Experts
“Partner programs should ask partners what enablement they need.” Partner programs should invest in enablement programs for top performers.
Blackmon points out that providers tend to crank out materials not tailored to the right partner type. “Too many vendors make the mistake of producing enablement that’s designed to help them, not the partner,” says Blackmon. “You can’t give the same marketing kit to an SMB MSP that you do to an enterprise VAR. They’re very different beasts. You have to listen to your partners when they tell you what they need.” “Now you know the training you need to provide, the marketing materials that will be effective, the sales enablement artifacts that will move the needle.” Blackmon also reminds programs that this is an iterative process and not a simple one-and-done check-in. “Make sure you’re taking their pulse on a regular basis, so you get that constant feedback,” Blackmon says.
ScienceLogic’s Armstrong adds that a channel partner enablement program needs to have four main qualities: scalability, simplicity, standardization and support. “Whatever you build for a partner to accelerate and amplify their ability to sell your products, it must be highly impactful without requiring significant administration,” The Lexington Group’s Stewart adds a final and potentially most important component. “Being able to measure and identify if programs are working for the partner is critical,” she says.
Partner programs should test and refine enablement tactics and activities. “Partner programs should create easily consumable enablement resources.” Partner programs PRMs’ should have deep business intelligence and analytic tools to enable them to instrument their programs’ success.
“Partner programs should ask partners what enablement they need.” Partner programs should invest in enablement programs for top performers.
Partner programs should staff their program with channel and solution subject matter experts. “Partner programs should test and refine enablement tactics and activities.” Partner programs should create easily consumable enablement resources.
Partner programs should invest in enablement programs for top performers. “Partner programs should staff their program with channel and solution subject matter experts.” Partner programs should test and refine enablement tactics and activities.
Partner programs should ask partners what enablement they need. “Partner programs should invest in enablement programs for top performers.” Partner programs should staff their program with channel and solution subject matter experts.
Partner programs should create easily consumable enablement resources. “Partner programs PRMs’ should have deep business intelligence and analytic tools to enable them to instrument their programs’ success.” 6 Channel Enablement Best Practices for Partner Programs
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