Rob Spee: 5 Must Haves for Channel Success in 2020

Channel Success

We’re kicking off a new year in the channel with a look at what it takes to achieve channel success in 2020. Channel Chiefs have an almost endless list of things to do, from figuring out how to keep existing partners productive to launching new initiatives to attract new types of partners. I share my top five must-dos, above all else, that will provide the highest impact on your channel business. 

KEY TAKEAWAYS

The 5 things technology vendors must do in 2020 are:

  1. Refresh your Channel Strategy
  2. Throw away your metallic tiered program
  3. Teach your RCMs how to do Joint Business Planning
  4. Teach your sales reps how to work with partners
  5. Enable your partners for customer success

SHARE THIS

What does being bronze, silver, gold or platinum tell anyone about a partner? It doesn't tell you or your customers anything about their capabilities, their skill sets, or their value proposition. @ChannelJourneys Share on X Don't assume that your sales teams know how to work with partners. @ChannelJourneys Share on X As a channel manager, you've got to expect pushback from the sales teams. You're asking your sales reps to take a leap of faith and giving up some level of control. @ChannelJourneys Share on X Training your partners to deliver an excellent customer experience is even more important than training them how to sell. @ChannelJourneys Share on X

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