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.
The 5 things technology vendors must do in 2020 are:
Refresh your Channel Strategy
Throw away your metallic tiered program
Teach your RCMs how to do Joint Business Planning
Teach your sales reps how to work with partners
Enable your partners for customer success