Identify the education your partners need the most
We have spoken about this in other articles, but spending time on the right amount of partner education in the right areas is essential to the success of any PRM program. The reality is, your partners only have so much time during the day to spend learning about your products. Unless you make up a significant stream of their revenue, you are fighting for marketing real estate alongside other products or services they sell. You may even be fighting for traction against your competitors!
This is why identifying the educational materials that are most valuable to your partners is extremely important. Focus your resources on creating content that is both informational and influential and helps your partners to understand your products and close more sales.
Evaluate the “wordiness” of your content
This is overlooked, but one of the most important things you can do is figure out the easiest way to speak to your resellers. Are they more likely to engage with the webinar, video, or email content? What makes the most sense for them to gain knowledge in a little amount of time? Have you evaluated the impact of your LMS (learning management system) and the amount of effort you are asking your partners to engage in before they can become better resellers?
Take a look at the resources you are offering through your PRM and take into account their consumption rates. Is there any work you can take off of your channel partners’ plates to make them more successful?
How often do you engage with your partners?
When was the last time you looked at your online strategy when it comes to engagement? Do your partners have a sense of community with your products? You need to build a strong, partner program that engages your channel partners with the most up-to-date information that is relevant to help them resell your products.
Interested in learning more? Attend our webinar!
Webinar: 6 Ways To Rev Up Your Partner Program In 2019. Tuesday, December 11, 2018 02:00 PM ET / 11:00 AM PT.
The webinar will discuss the six key steps to supercharge partner engagement and get your channel tuned and ready to take off in 2019. Topics we’ll cover include:
- Ways to improve visibility and develop a baseline to continually measure partner engagement
- Tips to streamline partner interactions with your teams and provide real-time information about orders, quotes and commission
- Secrets to improve vendor-partner communication and reduce conflicts that can drive top sellers to your competition
Join us to learn why enablement has to start at the bottom of the funnel to be effective, plus the one thing in channel sales enablement that most organizations miss!
