Are you pumping thousands of dollars into your channel program, but are not satisfied with the results? Are you investing more and more every quarter into new marketing and sales collateral, partner training materials and partner engagement programs only to be disappointed when the numbers don’t really add up? In this post, we discuss one of the key reasons your partner sales enablement programs may not be yielding the results you seek.
“You are not adopting a holistic approach towards partner sales enablement.”
The 3 key elements of any channel based sales model are-
For the success of your channel sales program, it is essential that these 3 elements talk to each other. You cannot have these elements operate in silos and still expect to drive phenomenal sales through your channel partners. Your channel marketing programs, your partner sales enablement programs, your PRM and other channel management initiatives all need to work in tandem to be able to make an impact. You may have the best PRM tool in place, or the most popular learning management system for partner onboarding and training, your partner program may be one of the best in the industry, but none of that will help you reach your goal unless they all come together and create a seamless environment for partner sales success.
Fully coordinated PRM, channel sales and marketing enablement programs support greater partner success. With the seismic shifts in the contemporary B2B buyer’s journey, hosting a comprehensive partner sales enablement program on an easy-access platform that covers channel marketing and PRM is imperative for a well-performing partner ecosystem. Having a single platform simplifies the otherwise complex tools and strategies that form a part of the vendor-partner relationship while offering significant cost savings and efficiency to the vendor.
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