Article: Speeding Your Channels To Success
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Speeding Your Channels To Success
So much attention is spent on the front-end of channels-- determining whether to build, buy or partner, channel selection and recruitment. In our years of channel management, the success of channels has depended just as much on the back-end--supporting the channels correctly. Too often, the channel had to fend for themselves. There was no channel program, the channel did not receive help in sales and marketing or expensive channel sales representatives wrote sales training, developed collateral and tried to solve support problems, rather than working with their channel partners to build business and close deals.
Enter the channel lifecycle, a model on which channel programs are based. The model identifies the key leverage points to touch partners, support their efforts and ...
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