If you want to develop a solid channel partner proposition then you need to identify, first of all, the partner profile you’re looking to recruit. You also need to be able to explain why people should partner with your company. If you and your team are not able to provide a good answer here then you will struggle overall. Want to find out more about how you could develop a solid and compelling channel partner proposition? Take a look below.
How to Develop A Channel Partner
If you want to develop your channel partner then you need to make sure that you understand them and that you offer solutions that work for them. With this and time, you can be sure to develop your channel partners properly.
What Makes a Good Channel Partnership
A good channel partnership will always revolve around both parties having equal benefits. If you reward your partners, then they will give you the best possible service in return.
How to Build a Solid Channel Partnership
Building a solid channel partnership isn’t easy, but there are things you can do to try and make sure that you get off on the right foot. This guide will help you to find out everything you need to know.
How to Build a Very Successful Partnership Program
The first step when it comes to you crafting a solid business partner proposition is for you to identify the ideal profile you are looking to recruit. You need to work with the different personas that make up the partner organisation too, as this will help you to get the best result out of your partnership. The next thing you need to do is make sure that you do what you can to define your value proposition. More on that below.
Define your Value Proposition
A good value proposition will always give you some kind of edge. It is the main thing that you need to do to define your offerings, and it also determines if people are going to want to find out more about your offerings, solutions or services. Defining your value proposition is about letting people know what it is they’ll be getting out of your product or your service. You can easily use tools to define your customer pain points, as well as rank what it is that is important to them. If you can get to the point where both you and your target customers understand the value proposition well then it will be easier for your channel partners to then pitch your service or your products to others.
Focus on Being Customer-Centric
Customers know about your solution, now what? At the end of the day, there is still more for you to do. You have to understand the buying journey for your customer, and you also need to put work into designing the sales process. Think about the steps involved and also think about what you can do at every stage of the process. When you create the sales process, it is imperative that you think about things from the customer’s perspective so you can make sure that you are making the best possible choices.
Benchmark
You have to keep your friends close, and you need to keep your enemies even closer. Try and gain a much deeper understanding of your competitor partner programs and learn about their target audience. How have they kept everything organised? What kind of relationship do they have with the channel partners that they work with? This kind of data will help you to gain the insights you need, and it will also help you to develop your sales properly. You will be able to find out what is working and what ultimately isn’t.
Define your Partners
The success of any partnership or channel sales lies with what value each party can get out of it. Your channel partnership depends on what kind of value you intend to build for your customers. You need to work and identify the partners that could well be relevant to your company, and you also need to choose who is the best. Remember that a partner is any organisation or company that can help you to deliver way more value to your customers. VAR, MSP, and SI are all options that you need to consider.
Success
You probably have a good understanding of what kind of sales process you have to design, and you may also know about what type of channel partners are going to be the most suited to your company. That being said, you do have to make sure that you understand the more critical success factors as well. Find out what those factors are, if you have good proof of concept, if you have solid support and if your pricing structure is solid. Things like efficient project management also have to be taken into account here, so be mindful of this if you can. List all of your success factors and then take the time to rank them in regard to how important they are. When you have done this, you can then create a plan that will help you with your success factor. If your proof of concept is super important, then you need to create a plan that will help you to give this to your channel partners. You will, of course, have to create instructions so you can educate and finally train your partners on the topic.
If you can do this then you will soon find that it is easier than ever for you to get the best result out of your channel partnership.