December 1, 2019

The 2020 Guide to Growing Your Channel Partners' Businesses | ChannelAssist

Profitability of software and services drive partner investment - can your partners get what they need to grow their business - from you?

Brooke Friendly

channel partner loyalty

Profitability of software and services drive partner investment - can your partners get what they need to grow their business - from you?

51% of survey respondents expect IT Services to be profitable and 41% expect software to be profitable, while 21% expect software to be profitable. 40% of channel partners expect to invest in new products and services. While expanding your solutions with higher margin technologies and services, you need to ensure that every element of your channel readiness program is designed to drive success.

Our most progressive clients are demonstrating commitment to this changing model and it’s reflected in the channel enablement and loyalty programs they are launching. If you sell through channels, make sure you:

  • Provide ‘short burst’ training for your new products that fits the time frames that reps can dedicate. Measure completion of the training in your indirect sales channels and tie it to sales performance. When you know which reps, for which resellers are competent and successful selling the new products, you know how to play your strongest hand for each opportunity.
  • Design your loyalty and incentive programs to drive the sales activity you need. Tie incentives to opportunity identification, opportunity management and deal progression. A well designed program will both enable and reward third party sales channels for shifting from what they have sold well in the past, to what they need to sell well in the future.
  • Focus on how you can help your partners work will in the context of an ‘ecosystem’. Develop programs that encourage your partners to work together so everyone wins. Imagine software, hardware and services partners all working together with your technology. Make it easy for them to do so.

ChannelAssist provides a proven platform - software and services - to drive channel partner engagement, loyalty and revenue growth. Our partner loyalty and relationship management platform powers the HP Blue Carpet program across North America – highly regarded for channel partner engagement, loyalty and incentive leadership.

ChannelAssist offers strategy, technology, analytics, and services so you can track, understand, reward, and grow channel partner relationships and revenue.

Your Suggested Articles

Incentivizing Channel Partners For Fun & Profit

Read Now

Is More Margin for Your Channel Partners Good for Business? | ChannelAssist

Read Now

Knowledge = Money.
Join the ChannelAssist community and make more money in the channel.

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.

Knowledge = Money.
Join the ChannelAssist community and make more money in the channel.

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.

Read next

Jun 17, 2020

Technology’s Role in Pushing Channel Sales through a Crisis

Now is the time to implement and improve your channel program’s core technologies, not when you predict the “bottom” of the sales market, because you might already be too late.

Read More
May 20, 2020

Incentive Program Case Study | ChannelAssist

ChannelAssist worked with a global client to increase their revenue through an innovative managed incentive program targeting Sales Managers and Channel Sales Reps.

Read More
Mar 17, 2020

Chicken and the Egg – Balancing Your Channel Success and Your Partner

Managing your partner relationship properly greatly improves the odds your business will flourish. You expand your reach with partners. They’ll allow you to find long-term clients that provide you with the bulk of your year-over-year revenue.

Read More