Relaunching
Channel chiefs are continually struggling to find the right starting point when it comes to following the latest trends. The solution to this is simple yet effective, start backwards. A report was released in 2018 that outlined the fact that channel partners are facing a continual struggle when it comes to leaders adopting new models or even technology in general.
Vendors tend to start the transformation process for a channel with the belief that they have to keep on hiring new partners. This may be the case, but you will never know for sure until you are able to define your own process and what you need to do in order to ultimately unleash your true marketing potential.
If you want to build your own channel partnership program then there are three influencing factors that you need to be aware of. This includes:
Technological Factors
Companies are continually looking to try and transform their business. Their focus is continually shifting to try and find new solutions and even new business outcomes as well. This creates a new and updated window of opportunity when it comes to strategical partnerships.
The global IT market is expected to reach nearly 4 trillion by the end of the year. This is according to research firm IDC. This is said to be an increase of 3.7 trillion over the last few years. It is currently estimated that two-thirds of all IT products are being sold through indirect channels. This includes services, infrastructure, information, software, hardware and more. Establishing an indirect sales channel is essential for vendors, including start-up businesses and even large enterprises. So as more and more vendors come to market, there is now a bigger need than ever for distributors to bring a new solution to the market.
Having the right channel partner really does start with finding people who are suitable for the job, and then making sure that they understand the business requirements that you have. The best and easiest way for you to find the right channel partners would be for you to make sure that you have a defined idea of your ideal partner, and then to make sure that you are vetting every prospective partner you have through your own partner profile.