Welcome To Theinquisitor Podcast
How to Join Up Your Channel For Control & Profit
- Autor: Vários
- Narrador: Vários
- Editor: Podcast
- Duración: 1:00:21
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Sinopsis
An oft overlooked truth of partner/channel management is that you are dealing with people. People do things for their reasons, not your reasons. Channel partners are in business for their reasons, not your reasons. They don't lie awake at night, excited, thinking about selling your product. Perhaps they should, but what you NOT doing that makes them see you as a commodity, an interruption? In a very lively debate with #OlivierChoron the best practices and mistakes being made by vendors looking to scale their channel we explore the impact of good and bad use of PRM (Partner Relationship Management), niching, targeted channel marketing, expectation management, segmentation and differentiation. Olivier says that "Channel sales is a sales role with a massive coordination hat on." And he's right. We discuss the qualities and competencies needed to be an ultra successful channel manager and channel chief. These roles are closer to a general manager and a chief executive than they are to a sales manager or VP of sal