channel management strategy - how do i get to my number fast

Channel Management Strategy

How Do I Get To My Number Fast?

Website Email Phone

www.salesbenchmarkindex.com info@salesbenchmarkindex.com 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 - info@salesbenchmarkindex.com

Phone - 1-888-556-7338

Web: http://www.salesbenchmarkindex.com