When we talk of poor channel performance, vendors often say, “we have invested in the best PRM Software. Why are our partners still not ‘up-there’?” Well, it is surprising to note that many companies have the tools and resources their channel partners need to succeed in selling their products and services. However, those tools and assets never really reach the channel partners because vendors expect their channel partners to proactively look for them and use them. If you want your channel partners to really use your sales and marketing tools, programs and materials, you need to make it easy for them to do so! Bring the tools and assets your channel partners need, rather than waiting for them to ask because they never will! You have to find a way to fit your marketing and sales assets into the systems they use on a daily basis such as their gmail account, Outlook or even their CRM. When integrating your tools and assets make sure it also integrates with any third party portals that your channel partners may already have. Examples include their product database systems, war-rooms, cloud based vaults, etc.
Bring the tools and assets to channel partners rather than expecting them to reach out to you asking for them & watch your channel relationship bloom.
