Big Idea
Maximizing the sales performance of resellers and distributors
Channel Performance Objectives
Consistent messaging to and through the channel
Scalable partner onboarding
Proactive channel management & coaching
Customer outcomes focus adopted by indirect sellers
Is this Your Change Vision for Channel Managers?
From
To
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Tactical engagement
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Strategic advisor to the partner
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Motivating through discounts
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Value and insight-based enablement
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Reactive technical support for sales cycles
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Proactive coaching and development
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All partners are equal
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Investment in prioritized partners
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Inconsistent channel coaching
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Repeatable channel management system
Driving Indirect Selling Through Video Sales Playbooks
Sales Messaging
Playbook
Our Messaging or Integrated Story
Channel Management
Playbook
Proactive Partner Planning
& Coaching
Co-Selling Process
Playbook
Navigating Sales Cycles with Partners
Onboarding
Playbook
Accelerated Time to Performance
DSG Solution
Sales & Marketing Alignment
Playbook Development
High Impact
Training
Continuous
Learning
