Partner Relationships. Managed™
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Channel Sales: Renaissance in Partner ManagementIan Michiels, Peter Ostrow This report reveals how top performing organizations blend process and technology to achieve superior channel partner performance. By definition, the "channel" refers to outsourcing a company's sales activities across some portion of the customer's life cycle. Companies that actively leverage a channel strategy rely on "channel partners" to sell and distribute products and services across some portion of the customer life cycle. Managing the channel becomes equally as important as managing the company's own internal sales and marketing efforts. As a result, manufacturers rely heavily on technology to automate and standardize channel management with the goal of reducing channel conflict, improving partner loyalty, and increasing the overall revenue for the manufacturer. But this requires manufacturers and partners to develop a mutually beneficial relationship where both parties reap the rewards for working together. |