Turning Channel Strategies into your Revenue Advantage
Having a robust Channel Network is an important part of growth strategy for any organisation which depends on reseller and partners for their business growth.
Success of this business network depends largely on smooth interaction between the Principal Company and its Network Partners (resellers).
Most of the IT product organisations depend heavily on a channel partner network to grown and support their product sales. These partners play a significant role in Revenue Generation for the Product Company and its very important for the Channel management Team at the Product Company to establish clear working model for the business to run efficiently.
Channel Management comes with its own set of challenges and a Channel Manager plays the lead role along with company management to ensure that a proper structured is laid out for channels to work efficiently.
Poorly defined channel management processes, limited sales training and lack of formal channel management could be hurting your ability to leverage your channel network.
Awell-established channel network enables your organisation to quickly reach the market with new offerings and services. It allows you to get quick feedback from the market and lets you fine tune your marketing and product strategy.
A Channel Sales Manager, if working properly, can work thru’ his set of partners and can deliver great revenue target, which otherwise would require a large sales-team.
What are the keys to develop yourself into a successful Channel Manager?
- Becoming a Trusted Advisor to your Channel
- Increasing Channel Loyalty
- Work together with Channel Sales heads and CEOs to define and create Revenue Plan
- Manage Partner Relationship
- Work with channel sales team to identify and work on the skill GAPs
Channel Management requires your organisational to have a well-defined channel sales process. Selling thru’ Channel Network is all about reach and speed. Channel managers with great partner relationship can deliver outstanding results, but only with a structured internal process to support the sales.
For developing Channel Management strategy and Process in your company, you should consider the following :
- Branding messaging
- Process Compliance
- Sales Training for Channel Partner sales team
- Conflict Management
- Business Planning with Channel Partners
- Channel Communication strategy
- Channel Revenue Management
Key Learning Objectives of Channel Management Training Program
Building and managing a well-oiled channel network is one of the pillars to meeting the Revenue Goal for any Sales Organisation. Efficient Channel Management ensures market penetration & generates revenue with low cost of sales. It’s important that the training program is built and structured to cover all the elements of Channel Management.
Channel Management training program build by TransformzU consulting gives you the knowledge, skills and process plan that you will need to implement for growing your channel business. The program will take you through a proven process of channel sales and provides you the know-how to build your competencies in taking your channel management skills to next level.The 2-day Program will cover the following :
- Setting Channel Partner Expectations - Define the objectives for your channel partners
- Company Branding - Learn how to train your partners on your brand image and brand promotion
- Building Value Proposition - Learn how to build value proposition and how to enable your channel sales to convey this effectively
- Managing Conflicts - One of the important roles of Channel Manager is to manage partner conflicts. Learn to create a process for conflict resolution
- Setting Goals and KPIs - Learn how you will create a compelling revenue plan aligned with your company plans
- Enable Channel Sales team - Key to your success is to identify the skill gaps in your partner sales team and ensure that they join sales program run by your organisation. Learn how to prioritize the partner sales and the skills that are required for effective channel performance.