Identifying the right channel partners can be a challenge and once you’ve done so there needs to be some kind of incentive for them to partner with your organization. Being able to clearly define how a company will benefit from partnering with you is essential in establishing a mutually beneficial business relationship. Here we take a look at five areas that are most important to potential channel partners.

How Partnering With You Will Help Them Grow

Growth is the intention of many companies who are looking to resell products. Does your solution have the reputation and potential staying power to contribute to the growth of a reseller organization? Do you have multiple product lines that they’ll be able to expand into?

How Your Products Fit With Their Current Offerings

Does your product align with their current products and services enough to make sense as a value add? How do their products complement your products? Which products of yours will best fit their audience?

How Your Products Stand Out From The Competition

What differentiators will they be able to leverage when pitching your products? What makes your solution better than your competitors? What pain points do your products solve that will correlate with their current offerings?

How They Will Profit In The Short And Long Term

What type of incentive are you providing to your channel partners? What is the potential for increasing their share in the profits? Are there any special bonuses or levels they can hit to earn more? Is there ongoing revenue provided to them for customers who renew with your company?

How You Will Support Them In Sales And Marketing

What kind of market development funds will be made available to their organization? What are the requirements for being eligible to receive them? Do you have marketing materials as well as training that will be provided to their sales and marketing teams?

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