Keys To A Better Channel Relationship

It’s easy to see what goes wrong with some relationships, but what does a good channel partner relationship look like? Simply, it is a channel partner who perceives your product/service line to the be “go-to” one when it is time to sell to a new prospect. It is the one that markets itself and is easy to sell. In a broader sense, channel enablement drives channels to willingly take ownership.

They feel they have the freedom to market effectively to regional and local markets, personalizing as needed without tedious reliance on the parent marketing arm. Enablement makes your product easy to sell, so they focus on you, not another vendor.

There are a lot of specific aspects of a fully enabled channel partner, but when it comes down it, this is the key characteristic.

In our next blog, we’ll look at the things you need to do to create an effective channel relationship from the outset. Until then, ask yourself, do your partners see you as the “go-to” product/service line that drives their own revenues?