The Six A’s of Successful Channels

Attract Best Practices Definition:

How to Attract the Best Channel Partners:
The best channel resellers are looking for vendors they can get behind to build their business. They are looking for vendor brands that can help differentiate them in the marketplace and create a competitive advantage. Learn about best practices to become the most sought after vendor / brand in the market.

Making your Brand More Attractive:
Learn how to identify what partners value most and make your brand the most sought after in the market

Building your Case in the Market:
Learn how to make the economic case for your brand with your channel partners to set you apart from your competition

Demonstration of your Commitment to Channel Partners:
Learn about the policies, incentives and programs that drive greater partner commitment to your brand

Communicate a clear and predictable business plan for resellers:
Learn how to develop a communications plan to engage your resellers and build commitment along the way

Highlight the process of how deals get done with resellers:
Learn how to develop a process that will get your resellers behind your brand

Award Best Practices Definition:

How to Motivate your Resellers with Motivating Rewards:
Channel resellers are smart business executives that are focused on the revenue margin and ROI for their business. Learn how to motivate your resellers by awarding their efforts with the right financial incentives

Channel Reseller Business Planning:
Learn how to support channel reseller annual business planning with market analysis, SWOT, positioning, goal setting and performance measurement

Channel Reseller Budgeting:
Learn how top channel organizations set revenue targets, define product line sales, staffing levels, G&A expenses and monthly / quarterly budgets for and with their resellers

Channel Reseller Margin and Profitability Analysis:
Learn how to provide tools and resources on reseller margin, pricing, promotions, and profit optimization techniques

Channel Reseller ROI Analysis:
Learn how to help your channel resellers with product, service, bundled product, marketing and sales ROI calculations to improve their go-to-market strategies

Channel Reseller Incentive Management:
Learn how to build, administer and communicate incentive programs including MDF, activity Spiffs, Rep incentives, margin enhancement tools and level-based incentives for enhanced performance

Advance Best Practices Definition:

How to Advance your Channel Reseller’s Performance:
Channel resellers have the potential to dramatically accelerate the growth of your brand with the right tools, enablement techniques, and motivation. Learn how best practice channel organizations build highly successful channels with more capable and proactive resellers

Defining Success for your Channel Resellers:
Learn how to define revenue and sales lead goals along with staffing and business metrics for reseller success

Define Competency Expectations and Support Programs:
Learn how to define what is expected from your channel resellers and how best to reward their achievement of each level of performance

Develop the Knowledge and Skill Levels of your Channel Resellers:
Learn how best to deliver product and services training along with helping resellers design their service strategy for success in the marketplace

Develop the Market Knowledge of your Channel Resellers:
Learn about the tools, content strategies, marketing resources and training techniques to build market savvy channel resellers

Develop the Motivation and Enthusiasm of your Resellers:
Learn how target the right sales incentives along with engage your channel resellers in product visioning, forums and communities to increase their knowledge, involvement and excitement about your brand

Activate Best Practices Definition:

How to Activate your Entire Channel Network:
Making your brand the number one priority of your entire reseller network is the goal of most channel executives. Learn how to get all of your channel resellers actively selling and supporting your brand.

Define Reseller Motivations:
Learn how best-in-class channel organizations survey resellers to learn business needs, motivations, brands sold and rank, and monitor the skills of the resellers within their network

Qualify the Impact of your Brand:
Learn how to qualify the value your brand represented to your resellers, how to bundle your brand, how to define complementary selling strategies and build your reseller’s reputation

Quantify the Impact of your Brand:
Learn how to quantify the impact based on average deal size, # of deals, revenue, product & gross margin, and total revenue generated for a reseller

Communicate the Impact on Reseller’s Bottom Line:
Learn how to package your brand to resellers including pricing training, brand partnering, use of profitability calculators and business forecasting for your brand

Advertise Best Practices Definition:

How to Advertise to Drive More Channel Partner Revenue
All channel resellers are looking for new and better ways to accelerate demand for their business and your brand. Learn about best practice techniques to drive more revenue and generate a good return on your channel marketing investment

Marketing Funding Management:
Learn how leading channel organizations manage their MDF, funds allocation processes and provide additional funding to resellers based on marketing performance and ROI

Marketing Performance Management:
Learn how to measure the number and quality of sales leads, revenue pipeline, deal progression metrics and closed revenue from your marketing investment

Content Syndication, Branding & Selling tools:
Learn how to establish branding guidelines, content syndication tools, sales scripts, telemarketing methods and lead qualification metrics to maximize marketing ROI

Self-Service Through-Reseller Marketing:
Learn how to assess and select different self-service marketing tools including email, event, social media, search, and list acquisition to build powerful reseller marketing

Full-Service Through-Reseller Marketing:
Learn about the requirements of a successful full-service tool set including reseller marketing concierge, copywriting, nurture marketing, lead qualification and deal progression solutions

Architect Best Practices Definition:

Your channel technology is the slave and your channel strategy is the master. The technology should be selected and configured to serve the strategy and not the other way around. Channel tech enables successful channel strategy

Reseller Lifecycle Support Process:
Learn how to define every stage in a reseller’s lifecycle with a vendor including candidate, applicant, on-boarded reseller, active reseller, passive reseller, mature / effective reseller, outgoing reseller and how to support them at each stage

Reseller Portal Features and Configurations:
Learn how to define your portal feature priorities in three phases. A) Core: Registration, profiling, onboarding, SSO, deal registration, and SFDC integration, B) Key Features: Lead management, partner locators, renewals , special bid pricing, product catalogs, Coop / MDF, and C) other value added features (e.g., social, gamifacation, inventory, etc.

Reseller Portal Integration with Sales Automation:
Learn how to configure your reseller portal to integrate all deal registration, special bid pricing, reseller portal activity, reseller performance verification, reseller certifications, and other reseller program data through data integrations and notifications through SFDC

Reseller Business Case Selling and Business Simulation Tools:
Learn how to build and deploy web-based business case selling tools that train reps, help define prospect needs, and build real time custom proposals. Also learn how to use web-based reseller ROI models for helping them to invest in your brand

Reseller Performance Management Systems & Metrics:
Learn how to define revenue, profitability, ROI, leads, progressed opportunities certification and staffing metrics. Additionally learn how to set up performance measurement systems and dashboards to report and manage these metrics