For many companies, channels are the new competitive battleground as they compete for partner investment and focus. Greg Nutter discusses how channels best practice consultants can help to rapidly create or improve channel performance.
Resellers are heard to voice, ‘show me the money’ when it comes to cloud and vendors need to do a better job of mentoring their channels as to how to monetize cloud propositions and overcome the fear of financial change. (By Ian Moyse, Cloud Industry Forum and Eurocloud Board Member)
Miller Heiman Research Institute to provide research-based intelligence to sales leaders in complex sales environments
This month Miller Heiman announced the launch of the Miller Heiman Research Institute, which will expand and extend the company's core research. Joe Galvin, a renowned business-to-business sales analyst and acknowledged industry thought leader, was recently named the Miller Heiman Research Institute's chief research officer.
Successful channel management is built on effectively and efficiently repeating and automating process. Regular reporting, communication and meetings keep all parties informed and committed to task, and trust is built by predicably and reliably repeating the basics over and over again. Consistent application of programs and resources demonstrates fairness, and plans and processes must be regularly reviewed to be effective. In short, the mundane is a critical part of successful channel management.
Channel Enablers welcomes Rich Blakeman as Senior Vice President for North America. Rich will be responsible for growing our business in the North American region, specifically but not exclusively focused at growing the technology vertical.
The most successful Channel Managers are those who act as virtual sales managers to lead and manage partnerships teams and drive revenue growth. Channel sales revenue growth is about leveraging partner resources, knowledge and skill; it's not about doing all the work for them.Channel Manager coaches need to develop their own personal improvement plans and keep this up to date this as their coaching skills develop. This do's and dont's list may help you focus on some partner coaching best practices.
As we enter a new year, many channel managers and sales people are thinking about the new quota that they have received. Regardless of how last year went, 2012 is probably going to require some hard work and new ways of doing things to achieve a new level of sales success. How in the world will you achieve that number? One thing is for certain, some new tactics and approaches are going to be necessary for 2012 to be a success!
A key success factor for channel managers is knowing how, and with whom, to spend precious time and resources. As with all sales jobs, there is rarely a shortage of opportunities. Most of the time the issue is identifying which opportunities are worth investing more of the limited resources we have available to us. Good selling is very much about prioritizing. The problem is that some partners are experts at sharing a wealth of seemingly great ideas. Beware of the partner that shares too many great ideas! They may be a deceiver!
Channel Enablers ‘nice round number special’ includes ten hours of on-line professional development self-paced e-learning packed with downloadable tools, templates, guides, checklists and additional off-line exercises. Get your 2012 channel sales kick-off training organized in one go!
Channel Enablers is recruiting a U.S.A based Vice President of Sales who will be responsible for growing revenue within the North American region and primarily focused on Information Technology clients.