Having services that operate in isolation and that do not share with the rest of your company will usually cause visibility problems. You may also find that you lack collaboration between all of your teams as well. It may be that it hinders your partner management, and this can make it hard to achieve your full potential.
If you want to try and boost your sales, it’s safe to say that partner programs are essential. So many companies spend time, energy, and money on developing and tweaking their reseller programs because it is one of the best ways to drive results. If you don’t feel as though your programs are up to scratch or if you want to ensure that you are hiring the best partner manager, then you can find out everything you’ve ever wanted to know, right here.
If you have never explored the concept of account mapping before then you’re certainly missing out. This guide will give you a crash course in mapping your accounts, while also teaching you the benefits it can offer.
If you want to get your product out there and in the hands of your target audience, then you need to focus on your distribution channel. This is easier said than done, and sometimes you might find yourself torn between reseller partners and distributors. With SaaS expected to achieve over 17.7% growth in the future, it’s now more important than ever for you to start exploring your options.
When companies focus on key performance indicators or KPIs, they think about revenue most of the time. While measuring your revenue is absolutely crucial, you have to know that it does not paint the whole picture of what is going on. Selling through channel partners isn’t as simple as managing your own internal sales team and you probably won’t have a clear picture of the pipeline your partners are managing. For this reason, you have to make sure that you are relying on internal metrics as much as possible.
When you explore a channel sales model, you will see that the company sells through a third partner. These are known as affiliate partners, who gain commission on every purchase that is made. You also have resellers and value-added partners. Value-added partners are providers who will bundle your product with their own. Either way, with channel sales, you are relying on a third party to sell your product or your service. This can include resellers, distributors, or anyone who doesn’t directly work for your own organisation.