ow more than ever, having a well-devised channel strategy is critical to staying relevant in today’s technology market. A strategy built on the foundations of research and analysis, economic considerations, and practical application, is the key to success. A misaligned strategy can cost your company time, money, and partner loyalty.
An excellent channel strategy provides the insights, planning, and structure your organization needs to deliver shared value across the internal and external constituencies so vital to your success. Partner Perspectives brings proven experience with strategy and planning from a multitude of industry roles and vantage points. From design to implementation, we’ve got you covered.
Any good design is built on a solid foundation of standard elements interpreted in a way that optimally serves the function while being appealing to the user. The design of partner programs, tools, services and sales engagement follows a similar fundamental approach. By carefully designing a curated set of program elements that are both easy to understand and motivating to partners, you can achieve the desired outcomes that reflect your values and align to your go-to-market strategy.
The channel designers at Partner Perspectives focus on your unique strategies to design custom programs, sales engagement and service models that produce lasting results.
It’s an interesting time to be in the tech industry. Never has there been a time of such rapid change in the market and a profound shift in how B2B customers buy and consume technology. This is fundamentally changing the partner ecosystem and channel leaders must assess the impact this will have on the performance and profitability of their partners.
We hear from channel executives that a chief complaint is they are inundated with data, yet desperate for insights. Our market research, competitive benchmarking, partner satisfaction and profitability studies, can all help to augment and contextualize performance data. This powerful combination provides the insights needed to identify future states and create a path to lead out.
Effectively communicating with your partners is one of the most vital instruments in operating a successful channel. So often, companies deliver plenty of information to their partners and yet the intended message is lost, and the desired outcome is not achieved. An effective communications strategy is not just about sending information. If designed properly, it will connect, influence, and scale your partner channel.
Partner Perspectives can guide you through the comms strategy and planning process and will work with you to craft impactful marketing messages, presentations, and other communication assets.
A skilled workforce is a powerful differentiator. At Partner Perspectives, our training does not stop in the classroom. It is an ongoing transfer of knowledge and coaching to help individuals work smarter, develop new skill sets, and evolve into highly productive and competitive sales reps.
Enablement may be delivered in a traditional classroom setting, but these days it is just as likely to be achieved via multi-media learning tools, webinars, workshops, 1 on 1 coaching and social media sites. Learning styles differ among individuals making content as critical as the delivery mechanism.
From channel sales courses and partner co-selling education, to executive coaching and Public Sector acumen, you can elevate your team’s impact by differentiating their expertise.
Channel operations requires a disciplined practice of continuous improvement. The complex ecosystem of people, programs, tools, and processes needs to be monitored and refined to keep revenue flowing. Applying a DMAIC framework to Define, Measure, Analyze, Improve, and Control the various components of your channel can ensure an optimum environment for efficiency and performance. This practice of continual improvement allows you to systematically evolve your channel without disrupting business.
Partner Perspectives can help you accelerate growth while improving operational efficiencies. We will assess the health of your channel and develop an operational blueprint for peak performance.