16 Jun Three Essential Steps to Successful Channel Partnerships
Channel consultants give a clear roadmap for success by identifying important resources, managing aspects of projects and focusing partners.
An effective Partner Enablement program keeps all partners focused and on task, while helping to drive projects forward. That’s the finding of clients who have worked with Sales Beacon Channel Consultants to deepen relationships with their partners.
Bringing Value to the Table
What value do Channel Consultants provide when industry giants work together? They give a clear roadmap for success by identifying important partner resources, managing aspects of important projects and focusing partners.
- Identify Important Partner Resources
When working with an international giant like Cisco, it’s invaluable to have an intermediary who can find the right people for the project. Channel Consultants make sure partners have the resources needed, whether it’s training on advanced solutions or direct access to decision makers. It’s an invaluable asset!
- Project Management Savvy
Channel Consultants provide project management and direction – key components of a successful relationship. With a Channel Consultant in the mix, there is always someone on task to understand what’s needed and when it’s needed. This kind of resource keeps everyone focused and ensures action items are tracked and completed. A talented project manager is instrumental in meeting goals and targets and ensuring sales partners get to market with the right information at the right time.
In How to Focus Partners on Your Key Solutions, I discussed the value communication and planning have on successfully engaging and focusing partners. This kind of support is perhaps the primary pillar of the value proposition provided by a Channel Consultant. Without focus and a well-defined plan, partners struggle to meet targets and identify expectations. The end result of which could be missing sales and leaving revenue on the table.
From identifying goals to tracking results and ensuring partners are at the right events to contacting the right people, Channel Consultants bring a wide range of skills and resources to the mix to ensure partners are fully engaged and performing at maximum capacity for meaningful results.
Channel Consultants ensure partners are fully engaged and performing at maximum capacity for meaningful results.
Channel Consultants Provide Focus
One Cisco partner reported that when the Partner Enablement engagement concluded, the channel team lost its focus and found it challenging to maintain momentum that the Channel Consultant provided.
“It didn’t feel like we had the same idea of where we wanted to go,” says the team lead for networking. “Having an individual to guide us and be a liaison with Cisco to understand our best strategy and help us execute on it, that was very beneficial.”