Motivating Your Channel Partners: Value Propositions

Description

Companies with indirect sales forces tend to amass hundreds or even thousands of channel partners. Trouble is, after the initial period of courtship and contractual wrangling, most of these ‘partners’ are never heard from again. Why not? Because companies spend more time calculating the value the channel will bring to them than determining the value they will provide to the channel. Just as with your customers, you must offer your channel partners unique, compelling reasons to do business with you. This work session helps you create such value propositions for your partners by:

• Segmenting your channel partners according to their needs
• Looking back at your company from their perspective
• Assessing how you are positioned relative to their other options in the marketplace
• Identifying how your offerings are distinctly valuable to your partners
• Crafting messages that will resonate with your channel
• Considering various methods to communicate your value propositions

Outcome

This session provides you with a new perspective on your partner program . . . Your partners’ perspective. You will understand why most of your channel partners ignore your products and what you can say to energize them once more. You will leave this workshop with specific value propositions that will motivate your indirect sales force to put your products front and center with their customers.

Duration

1 day

Participants

Channel managers and executives

Contact

For more information, please contact: info@gtmpartners.com