competing in technology channels of distribution
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How to compete effectively in the Technology Channel
The number of channel partners has shrunk by 60% since 2008 while the number of tech vendors is growing resulting in fierce competition for the right channel partners
The average channel partner has eight employees, and 97 percent of them have fewer than 50 (SMB)
The channel is getting much younger – 40% will retire
Influencers and connectors are becoming more important
Digital transformation trends will continue to grow, altering vendor/channel partner relationships. Think cloud, security and IoT
Partner relationships must change from a selling relationship to a business partner relationship
Partner programs must evolve to effectively enable and reward born in the cloud partners and partners going through a transition of their business models
Partner UX must improve Partner engagement will be a key
metric The pressure is on to improve
global channel operations efficiencies and CROI
Channel2GO is a virtual channel practice comprised of seasoned channel executives focused on helping emerging and fast growth companies succeed in the channel.
What makes us different?◦ The right combination of strategic channel insight and many
years of hands on management experience in technology and telecom channels of distribution
◦ Our ChannelMgmt2GO™ program puts experienced channel executives at your disposal as long as you need them to ensure channel success
Rapid deployment of channel strategies: ◦ Hands on professional channel management,
execution, and coaching◦ Fast, efficient, economical◦ One stop channel practice
Experienced in all aspects of channel sales, channel marketing, channel account management, and analytics
Channel Challenges Services Provided
What are my routes to market?
How many and what type of partners do I need?
How do I get them on board and productive?
What do I need to train and support them?
How do I manage my channel efficiently?
Who is going to make it happen?
Channels2GO™◦ Routes to market plan◦ Coverage & capacity plan
ChannelPartners2GO™◦ Partner profiling◦ Recruitment◦ Onboarding
ChannelPrograms2GO™◦ Partner enablement, comms.,
infrastructure, and performance management
ChannelMgmt2GO™◦ Channel management for hire
Challenge Solution
Channel partners work with 6-7 primary vendors and partner programs on average and many more second tier vendors
How do you gain mindshare and build loyalty with those partners that have strong potential?
The Channel2GO team has assessed, developed, and implemented best practice partner enablement programs with tech industry leaders and start-ups
We take a holistic approach and consider the aggregate impact of programs that motivate partner behavior
We work with you to understand what motivates your channel partners
We design the right combination of programs, tools, and incentives to maximize revenues and CROI
Challenge Solution
How do you measure partner and program performance?
You need to establish best practices and metrics to track performance against your revenue and market share goals
Benchmark channel performance against the competition
At Channel2GO, we are firm believers in channel analytics. We help our clients establish and measure company wide channel metrics from the outset.
William Gilsing Chad Hoke Natalie Silvesti
Rob Ford Tom Gorey
Contact:William [email protected] 442-1776www.channel2go.net
Thank you!