Channel partners can bring an organization to new levels by catapulting sales in markets and regions that would otherwise remain untapped through direct sales efforts. However, managing channel partners and measuring their success can be a challenge. The best way to approach each of these tasks is to simplify your objectives. Here we have got some quick bullet points to help you get the most out of your channel partner relationships.
HubSpot offers up some key metrics on which to base the success of your channel partner programs:
- Total number of partner deals registered
- Average value of partner deal
- Percentage of accepted partner-submitted deals
- Percentage of closed partner-submitted deals
- Average sales cycle length
- Percentage of partners who registered lead in past month or quarter
Salesforce notes the following steps to improve the management of your channel partners:
- Take the time
- Promote together
- Get social
- Create a best practices community for channel management
- Co-invest with your channel partner
Now that we’ve determined how to measure the effectiveness of your channel partner programs and better manage your relationships, here are a few ways you can support them:
- Provide blog articles and premium content
- Offer sales and marketing training
- Distribute a list of approved marketing vendors
- Share successful campaigns and content across your channel
- Engage with your partners on a regular basis
- Provide MDFs and Co-op funds
Since 1990, Winn Technology Group has demonstrated extensive experience supporting VAR and Channel marketing initiatives, including:
- Partner recruitment and development
- Providing a Demand Center infrastructure
- Campaign support, design and execution
- Cooperative lead management, programs
- Partner lead nurturing and cultivation
Click Below For More Insights To Improve Your Channel Partner Performance
