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Channel Management Strategy,[object Object],How Do I Get To My Number Fast?,[object Object]
We want this, but…,[object Object]
The path to results isn’t a straight line,[object Object],The curves slow you down,[object Object]
What we really need is…,[object Object],Speed through the curves,[object Object]
If you want speed through the curves…,[object Object],First, map out the path.,[object Object]
Then, you know exactly where you are going.,[object Object]
How does this translate into Channel Management?,[object Object]
How do you increase results from a mature sales channel?,[object Object],Client Case Study,[object Object]
340 certified partners,[object Object],$1B in channel sales,[object Object],Sales volume was flat last 18 months,[object Object],Goal to increase revenue by $100M,[object Object],The Situation,[object Object]
Imposing higher targets,[object Object],Equal distribution of increased MDF dollars,[object Object],More channel managers,[object Object],What Didn’t Work,[object Object]
Assessed partner competencies ,[object Object],#1 deficiency was partner lead generation,[object Object],Partners welcomed help in this area,[object Object],What Did Work,[object Object]
Teach channel lead-gen best practices,[object Object],Monitor performance,[object Object],Reward achievement,[object Object],The Solution,[object Object]
The Result,[object Object]
Learn More,[object Object],Contact us to hear the rest of the story...,[object Object],Email - info@salesbenchmarkindex.com,[object Object],Phone - 1-888-556-7338,[object Object],Web: http://www.salesbenchmarkindex.com,[object Object]

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Channel management strategy - how do I get to my number fast

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Notas del editor

  1. Driving increased sales performance through the channel is a challenge. Ideally, we want our partners to generate fast and consistent results.
  2. The reality is anything but a straight path to improved results.
  3. We need to find another way to navigate the sales force effectiveness challenge. We can’t eliminate all the curves in the path to improved results. So, our best option is to develop the capacity to speed through the curves.
  4. We all know that it is more difficult to speed through an unfamiliar path. If we map out the path ahead of time, we know where the curves are and plan accordingly to push through at the optimum speed.
  5. Once you know where the rough spots are, you can work on them and create optimal conditions to speed through these previous obstacles.
  6. So, what does that mean exactly as it relates to Channel Management Strategy?
  7. Our client had an interesting challenge. They needed to ramp sales performance for a sales channel that was doing very well already.
  8. The sales channel consisted of 340 certified partners that represented the company’s products well. They had reached $1B in annual sales but growth had flattened in the past year and a half. The SVP of Sales had directed the VP of Channels to break out of the plataeu and grow revenue by 10% over the next 12 months.
  9. Simply imposing higher targets did not achieve the result. The company increased Marketing Development Funds across the board for all partners but it failed to produce the desired result of #150M in additional revenue. More channel managers were added to drive more activity and oversight but it created only a small lift in revenues.
  10. Each Partner was assessed on key activities that add value for the customer. Lead Generation was noted as the number one deficiency across the majoirty of the partner eco-system. When this information was shared with the partners, they expressed a desire for improve in this area and committed resources if the company would help them.
  11. The Company chose to focus their efforts on teaching their channel partners how to leverage best practices in lead generation. This was paired with active performance management to monitor each partner’s progress and results. In parallel, the company deployed incentive management tactics to reward the partners who generated the best results compared to their prospect database.
  12. The VP of Channels was pleased with the over-achievement of the goal ($150M vs. $100M) one year later. An interesting by-product of this effort is that the top 10 channel partners by sales volume changed. Those that had embraced the newfound lead-gen capabilities overtook their rivals and gained a position on the top 10 list. These firms were rewarded with additional resources and an increase in marketing development funds.
  13. Contact us if you would like to understand how you can achieve your sales goals througha well defined channel management strategy.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com