Rob Spee: 5 Must Haves for Channel Success in 2020
Channel Journeys Podcast
English - January 07, 2020 11:50 - 18 minutes - 13 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
We’re kicking off a new year in the channel with a look at what it takes to achieve channel success in 2020. Channel Chiefs have an almost endless list of things to do, from figuring out how to keep existing partners productive to launching new initiatives to attract new types of partners. I share my […]
The post Rob Spee: 5 Must Haves for Channel Success in 2020 first appeared on Channel Journeys.
We’re kicking off a new year in the channel with a look at what it takes to achieve channel success in 2020. Channel Chiefs have an almost endless list of things to do, from figuring out how to keep existing partners productive to launching new initiatives to attract new types of partners. I share my top five must-dos, above all else, that will provide the highest impact on your channel business.
KEY TAKEAWAYS
The 5 things technology vendors must do in 2020 are:
Refresh your Channel Strategy
Throw away your metallic tiered program
Teach your RCMs how to do Joint Business Planning
Teach your sales reps how to work with partners
Enable your partners for customer success
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What does being bronze, silver, gold or platinum tell anyone about a partner? It doesn't tell you or your customers anything about their capabilities, their skill sets, or their value proposition. @ChannelJourneys
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Don't assume that your sales teams know how to work with partners. @ChannelJourneys
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As a channel manager, you've got to expect pushback from the sales teams. You're asking your sales reps to take a leap of faith and giving up some level of control. @ChannelJourneys
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Training your partners to deliver an excellent customer experience is even more important than training them how to sell. @ChannelJourneys
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LINKS & RESOURCES
Follow Rob on Twitter and LinkedIn
Listen to Sandra Glaser Cheek: Why it’s Time for a Modern Partner Program – CJ30
Check out Hope Galley: How to Leverage Partners to Drive Customer Success – CJ31
Listen to Dave Taylor: How to Build a Shadow Channel Program – CJ39
The post Rob Spee: 5 Must Haves for Channel Success in 2020 first appeared on Channel Journeys.