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Channel Revenue Growth

Accelerating Channel Growth Through a Playbook Approach

In many cases, there is a need to have messaging correlated with companies’ sales strategy around a new story or product launch. And in the context of partners and channels, it may be around a joint story, integrated solution, or a vertical go-to-market approach. This creates a certain dynamic in which is important to define a variety of ways to partner with the channel companies to further accelerate performance. One way is to enable the channel to sell indirectly or co-sell, through a playbook approach

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Key Highlights:

  1. Common Growth Initiatives

  2. Channel Management Change Vision

  3. Playbooks for Partners & Channel Managers:

    1. Sales Messaging

    2. Co-selling Process

    3. Joint Selling (GTM)

    4. Channel Management

  4. Partner Development Phases

  5. Partner Enablement

  6. Building Playbooks

Richard Ellis portrait

Richard Ellis

Consulting Principal


Scott Presse

Consulting Principal



Sales Plays

Creating Focus Through Sales Plays

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