“1 out of 2 channel partners don’t think that their top three strategic vendor partners are doing a good job of soliciting their feedback on their channel partner programs, responding to the feedback or acting on it.” ZS Associates
Clearly, this is a huge problem for a vendor reliant on channel sales and revenue.
It is why many partnerships fail to realise their revenue potential as Partner Engagement Plans fail to address the needs, motivations and behaviours of both frontline sales teams.
Too many ‘tea and biscuits’ conversations between the respective management teams and not enough ‘why and how do we make this work between us’ conversations with both sales teams together.
Get to Great’s Partner Engagement programme harnesses the collective experiences and needs of frontline sales teams leading to the co-creation of a Partner Engagement Plan based on what your Partner values and needs rather than what management believes is needed.
The resulting deeper relationship ensures joint sales targets are consistently met.
It’s a light touch programme, delivered in-flight with minimal disruption to normal sales operations with reviews to keep the momentum going.