EXPERT SPEAK
to take? Where is the industry going?
What are the gaps? These are the types
of questions you need to ask yourself now
ahead of the new year.
To plan ahead you need to first
understand where you are now. Start this
process by thinking about where your
company is today on its journey with
partners. You need to take stock of where
you are; what has worked and what hasn’t
and how you can improve on that. This is
essential if you are going to not only revamp
your programme, but even if you just want
to carry on as business as usual.
The next step is to look at where
your company wants to be in the next
two to three years and what the partner
programme needs to do in order to make
that happen.
This is because any planning – and the
programme as a whole – isn’t a short-term
thing. When it comes to an effective and
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But we also need to understand that this
is a give and take relationship. The vendor
needs to be able to bring innovation to the
partners, too; this needs to be a harmonious
exercise between both of you.
At the end of the day, there are three
main reasons why partners will enter into a
programme with you: For example, you could offer
partners a generous discounting
structure, a simple deal registration
programme and a collaborative sales
and support model that rewards the
company’s channel partners and helps
them build a long-lasting practice for the
next era in networking.
Good product
Easy to do business with
Understanding of how they can
make money Looking to the road ahead
INTELLIGENT TECH CHANNELS
INTELLIGENT
TECH CHANNELS
You need to build a strong programme to
establish where you are going in the long
term. What direction the company wants
Issue 28
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efficient channel programme you need
to understand what you can offer your
partners, as well as take stock of what has
worked in the past and what changes you
are going to make for the next year.
Creating a global channel programme is
no easy feat, but it’s massively rewarding
when it works. Just with any other aspect of
business, make sure you have things in place
to continuously monitor and improve upon
the programme. And with this in mind you
can ensure your 2020 channel programme
runs smoothly.
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