Crystal Ferreira: How to be a Better Vendor to your Partners
Channel Journeys Podcast
English - December 06, 2023 11:58 - 29 minutes - 27 MB - ★★★★★ - 12 ratingsBusiness sales personalbranding sellingwithsocial salestraining linkedinprofilemakeover digitalselling digitalsales contentmarketing salestips salespodcast Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
One of the last things you want to hear from partners is “why do you make it so hard to work with you?” That’s not evidence of a great partner experience. But what can you do about it? This episode’s guest knows all about that challenge. Crystal Ferreira, Global Head of B2B Channel & Alliances at […]
The post Crystal Ferreira: How to be a Better Vendor to your Partners first appeared on Channel Journeys.
One of the last things you want to hear from partners is “why do you make it so hard to work with you?” That’s not evidence of a great partner experience. But what can you do about it? This episode’s guest knows all about that challenge. Crystal Ferreira, Global Head of B2B Channel & Alliances at Logitech, was on the receiving end of that scary news from partners. Hear how she succeeded in removing friction and built a world-class partner program, becoming a better vendor to their partners and customers.
KEY TAKEAWAYS
Here are five things you can do to be a better vendor to your partners:
Speak with your partners to uncover their pain points, then build a partner program with a uniform global framework that removes points of friction. Allow for some regional differences in your program.
Create tiger teams that focus on things like the processes, incentives, and enablement to identify opportunities to re-engineer for a better partner experience.
If you have both consumer and B2B products, take a close look at pricing and if it’s creating direct versus indirect channel conflict.
Offer partner enablement aligned to the specializations they want and need to be successful. Consider both technical product specializations as well as vertical industry.
Listen to your partners, listen to your customers, and listen to your team to spot areas for improvement.
LINKS & RESOURCES
Connect with Crystal on LinkedIn
Read more about Logitech’s Partner Connect Program
Hear how Honeywell was able to Simplify to One Partner Program
Sign up for ImpartnerCon’24
Try Impartner Partner Management
The post Crystal Ferreira: How to be a Better Vendor to your Partners first appeared on Channel Journeys.