Effective Channel Management
1 learner taking this course
This course explains how to acquire sales channels and how to enable and manage them so they become an effective sales leverage for your organization and significantly increase your revenue.
High-tech Sales is often direct but almost always also through partners. Especially for smaller accounts or customers, to which you don’t have easy access (e.g. because of the geographic distance, your positioning or company size), it can be very effective to address such target customers through partners. However, that requires an effective channel management. One [...]
As mentioned in Part I of this course, the two elements of an effective sales partner program beside the revenue commitment are: A plausible categorization of the partners into the various partner levels Attractive program-specific benefits for the partners Probably 90% of all partner programs offer the three partner levels Silver, Gold, and Platinum. So, [...]