Christopher Green, Vice President Middle East,
Africa and Turkey at Malwarebytes, offers insight
on how business leaders can improve their partner
programmes to reap the most benefit from their
channel strategy.
A
strong partner programme that engages, enlightens and
gives your channel the ability to sell your product can be
vital to companies’ successful growth goals. Whether your
channel strategy is to be narrowly focused or broad and wide, the
main objective is still to ensure that your partners understand your
technologies. Other objectives include what business issues they
solve, how to position them accordingly and to have the required
technical capabilities that gives them the ability to be your company’s
trusted extended arm in the field.
To have a successful channel programme you need to provide
your channel with excellent resources, communicate with them often
To have a successful channel
programme you need to provide your
channel with excellent resources,
communicate with them often and
offer them additional rewards.
INTELLIGENT TECH CHANNELS
INTELLIGENT
TECH CHANNELS
Issue 26
CHRISTOPHER GREEN, VP MIDDLE EAST, AFRICA AND
TURKEY AT MALWAREBYTES
REAP THE
BENEFITS OF
YOUR CHANNEL
STRATEGY
EDITOR’S COMMENT
ph
er
Gr
ee
n, V
ice P
re
sident Middle Ea
f ri c
st, A
a a
nd
Tu
As channel leaders,
we are competing for
partner mindshare.
and offer them additional rewards to ensure
their investment in your programme is worth
its weight in gold.
As channel leaders, we are competing
for partner mindshare. I believe improving
your partner programme in the following
ways will help companies win their focus of
their channel.
Investing more in sales enablement tools
and collateral. Many salespeople in your
channel will not receive much formal sales
training, so by providing this in the form
of easily digestible and accessible content
means improving the skillset of your trusted
advisers in the market. Online Sales training
programmes, sales playbooks, apps, podcasts
that have content to help with each part of
the sales cycle from prospecting through to
closing with objection handling, will improve
your channel’s ability to win more business.
Improving the sales skills of your channel
means you can move towards the holy grail
of a scalable, repeatable and predictable
channel revenue stream.
17