CHANNEL DIMENSIONS

“Ease” – recognizes that the partners’ salesforce will feature and recommend vendor products that meet their customer’s needs while simplifying the entire sales cycle process.

Your partner’s sales staff has a demanding job that is a daily mix of closing obstacles, competitive pressures and sales quota deadlines; they will focus their product recommendations on any viable technology solution that eases these concerns and supports them from first call to product delivery.

Channel conflict with your Direct Sales Force or other resellers, delayed response to pre-sales questions, slow resolution to technical post-sales problems, and frequently shifting or mixed message programs are all high on the list for resellers when polled to identify their biggest partnership concerns.

Simplify your process wherever you can and respond quickly whenever you can. If you have to dedicate a two-hour training session to configuring and ordering your product, it’s too complicated. If your partner has to wait more than 24 hours to hear back from their Channel Account Manager to resolve a critical sales question, demo schedule or competitive sales issue, you’re too unresponsive and they’ll call your competition next time.

Remember, these sales people will often have many products and solutions they can offer and they’ll take (recommend) the path of least resistance…virtually every time.

Easy does it!