|
|
Join us on  and
Network and Stay Connected!
|
 |
Posted 03-31-2009 at 01:08 PM by Ken Beam (Navigating the Channel)
Last week I had the pleasure of connecting with Delia Ene, Director Marketing Communications, Avangate for a lively Channels Q&A session and she had some great questions, such as –
Delia Ene: “You've been in the IT channel management business for a long time now. What has changed and what is more or less constant in this line of business?”
Delia Ene: I'm a channel ready ISV. Where and how do I start with my partner program to make sure I get it right?
...
|
Moderator
|
|
Views 3181
Comments 1
|
|
Posted 03-26-2009 at 05:12 PM by Ken Beam (Navigating the Channel)
EDUCATION
It’s not enough to be easy to work with if the sales person can not articulately differentiate your product from competitors’ and other products they sell; and, it’s further complicated if the VAR’s technical staff is uncomfortable answering prospects’ questions or implementing and supporting your product(s).
There’s nothing ‘easy’ about recommending a product if you’re not prepared to confidently and enthusiastically (more on this later) defend that recommendation....
|
Moderator
|
|
|
Views 1532
Comments 0
|
|
Posted 03-26-2009 at 04:12 PM by Ken Beam (Navigating the Channel)
Updated 03-26-2009 at 04:57 PM by Ken Beam
EASE
The reseller’s sales people are the ones who make the magic happen – not the people you negotiated the reseller agreement with, they’ve moved on to running the business again and will monitor the progress from their high perch.
That front line sales person is very likely overburdened with other products and a hefty quota. The other products they already know, the relationships are in place and the daily working routine has settled into a weary 10 plus hours…not counting...
|
Moderator
|
|
|
Views 1903
Comments 1
|
|
Posted 03-26-2009 at 04:05 PM by Ken Beam (Navigating the Channel)
Updated 03-26-2009 at 05:35 PM by Ken Beam
Wouldn’t it be great if there was some way to definitively validate your reseller program for success on a macro level? Some way that you could run through a pre-launch checklist that confirms you’ve done all of the big things that need to be considered; and, now it’s down to you, your product and your staff to execute…wouldn’t that be great?
As it turns out, you can, up to a reasonable point. Here’s how it works.
Over 10 years ago, when I began examining and contrasting...
|
Moderator
|
|
|
Views 2175
Comments 0
|
|
Posted 03-10-2009 at 02:02 PM by Ken Beam (Navigating the Channel)
Updated 03-10-2009 at 06:40 PM by Ken Beam
Talk about missing the boat – a weak or entirely overlooked on-boarding process is close to an ironclad guarantee that your Channel will be a Titanic failure. Aaaarg!
On-boarding a new partner is not unlike ramping-up a new employee or salesperson. When someone joins your corporate team they’re expected to quickly get up to speed on everything from your product offerings to your culture and email etiquette. Yet many hours, resources and dollars are spent on finding and signing new...
|
Moderator
|
|
|
Views 3066
Comments 2
|
All times are GMT -4. The time now is 10:19 AM.
|
LinkedIn
RSS