How do we speed up getting new logos from our partners?
How do we identify the right partners for our business?
How do we help them grow their businesses whilst meeting our own strategic needs?
How do we get our partners to sell more products and services from our portfolio?
How do we up-skill our partners’ sales organisations and ensure we get the ROI?
IT channel transformation is in full flow. New entrants have created entirely new models and existing resellers are re-inventing old models. The distinction between products and services is blurring. So are the lines between vendor, distributor and services provider.
Our channel development programmes re-envision the traditional vendor driven approach that places the product or service at the heart of any partner programme. Instead we encourage our clients to plan and organise their channel strategy, recruitment and enablement around the needs of their end users, or, what we refer to as their “Buyer Ecosystem.” This allows for better alignment along the supply chain and a more consistent sales performance from the channel.