November 18, 2019

Why Your Channel Engagement Program Should be Engineered to Reach Your Business Goals

Your channel engagement program delivers significant value to your business- If you're doing it right...

Brooke Friendly

How can your channel engagement program deliver significant value to your business, if you haven’t taken the time to identify and evaluate its specific objectives? As it clearly defines your target and how best to hit it, value engineering is often a missing link to channel success!  Value engineering has its roots in manufacturing, and in its purest form is a systematic approach to identifying the best way to increase value by lowering costs without impacting functionality. But it has come to mean so much more than that. In business, value engineering encompasses the achievement of business objectives consistent with established revenue goals, channel expectations, sales targets and more. When used in the design of channel engagement programs, value engineering ensures the alignment between your business objectives and the structure and execution of your program. How is this achieved?

  • Process Benchmarking: How does my organization compare to others?
  • Benefits Assessment: What is our potential? What are the deficits and opportunities?
  • Business Case Development: How does my channel engagement program enable?
  • Road Map Development: How do we get there and where do we go next?

As evident from the list above, a successful channel engagement program demands looking outward as well as inward to develop the best program to meet your business objectives. It’s also important to work with a company with a well-defined methodology for delivering business value, through a process of value discovery, value realization and value optimization to ensure that the right objectives are set, monitored and achieved.

Value Discovery

During value discovery you quantify impactful improvement, identify enabling solutions and build strategies for action into your channel engagement program. You decide what your primary strategic objectives are and the desired benefits/results. It’s all about determining value for your business and identifying the solution that will meet your objectives.

Value Realization

This is the stage of the process where your objectives are solidified, KPIs are defined, measurements are delineated, and accountability is assigned – all to drive goals achievement.

Value Optimization

Optimization is an ongoing process, which includes measuring the performance of your program, identifying areas for improvement and driving change. When done effectively, this is where all the business data that you have collected begins to work for you and goes beyond pure analytics. You need a channel engagement program that delivers a complete integrated picture of your channel business so you can gain deep visibility into sales activities, ensure two-way interaction with participants, capture sales funnel milestones, analyze and influence campaign results, accelerate sales successes, address challenges and capitalizes on opportunities.

Whether your business goals are lead development, sales execution, channel coverage, revenue growth or all of the above, you can build a lasting, successful channel engagement program to achieve your desired outcomes. And you don’t have to go it alone. At ChannelAssist, we use value engineering to define your specific business needs and provide end-to-end development and management of channel engagement programs that grow revenue through increased sales rep engagement and visibility.

Stop wasting time and money on the wrong channel rep engagement activities! Let us show you how to hit your target, create channel advocates that lead with your brand and realize double digit revenue growth!

Watch our webinar to learn more.

WATCH NOW!


Your Suggested Articles

Engagement & Loyalty the Frank Sinatra Way

Read Now

4 Reasons to Engage Reps Equally for Revenue Growth

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

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
Feb 5, 2020

Join us in Las Vegas at the Channel Partners Conference

Join Richard Stevens, president of ChannelAssist, as he speaks to the challenges all channel sales organizations face and possible ways to address them. Reserve your seat below and you could win a $500 Venetian Casino Chip!

Read More
Dec 1, 2019

Successful Strategic Alliances: Managing Your Alliance Portfolio

Phil Hogg’s article in the Financial Post covers the importance of building and managing a portfolio of alliance partners.

Read More