channel management strategy - how do i get to my number fast
DESCRIPTION
Channel management strategy can have a significant impact on sales performance. Part of a well thought out strategy is the use of sales performance management tools to drive results from your channel sales force. A presentation by Sales Benchmark Index.TRANSCRIPT
Channel Management Strategy
How Do I Get To My Number Fast?
Website Email Phone
www.salesbenchmarkindex.com [email protected] 1-888-556-7338
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We want this, but…
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The path to results isn’t a straight line
The curves slow you down
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What we really need is…Speed through the curves
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If you want speed through the curves…
First, map out the path.
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Then, you know exactly where you are going.
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How does this translate into Channel Management?
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How do you increase results from a mature sales
channel?
Client Case Study
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• 340 certified partners• $1B in channel sales• Sales volume was flat last 18 months• Goal to increase revenue by $100M
The Situation
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• Imposing higher targets• Equal distribution of increased
MDF dollars• More channel managers
What Didn’t Work
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• Assessed partner competencies • #1 deficiency was partner lead generation• Partners welcomed help in this area
What Did Work
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• Teach channel lead-gen best practices• Monitor performance• Reward achievement
The Solution
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The ResultMetric Before AfterRevenue $1.0B $1.15BTop 10 Partner Mix Same 10 for 2 Years
Straight4 New partners on the Top 10 List
MDF/Resource Allocation
Pro-rated distribution of funds & resources
Top 10 receive over-allocation of MDF/Resources
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Learn More
Contact us to hear the rest of the story...
Email - [email protected]
Phone - 1-888-556-7338
Web: http://www.salesbenchmarkindex.com