Channel sales models can offer vendors a speedy, efficient and affordable way to ensure that they are being well represented in the markets of their choosing. Many partners already have trusted relationships with targeted prospects. And through their interactions with clients — often on behalf of other brands — partners can help to identify new opportunities for sales.
But as competition for better-performing partner organizations soars, and seismic shifts in the contemporary B2B buyer’s journey leaves many indirect sales reps scratching their heads, hosting a comprehensive partner sales enablement program on an easy-access platform must be near the top of every channel leader’s to-do list to maintain a well-performing partner ecosystem.
Aligning partner sales enablement with through-channel marketing activity and overall channel management processes is key to ensuring return on investment in indirect sales programs. When managed on a shared platform, fully coordinated channel sales and marketing enablement programs can support greater partner success.
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