Channel Challenges We Solve

Following several leading successful software companies as examples, many start-ups and small companies are attempting to invest heavily in developing their Channel Partners, such as larger complimenting solutions providers, system integrators and value-added resellers (VARs) that could potentially bring significant revenues while lowering the costs of sales and reaching larger market when compared to a small direct sales team's efforts.

 

However, several questions must be addressed before investing in developing channel partners. Here are some:

 

  1. How to create compelling programs to convince potential influential channel partners, who can actually bring real sales producing opportunities, to engage with a small company or a start-up?

  2. Short-term business goals and long-term business plans require early investments.  Where and when to start investing in developing channel partners? 

  3. Hybrid business model consisting of direct and channel sales is key.  How to develop a balanced model that can accommodate such hybrid strategy and maximize results?

  4. Conflict between Direct Sales and Channel Sales teams will always exist.  How to solve it effectively while focusing on maximizing overall sales and the bottom line?

  5. How to develop attractive yet reasonable incentives for Channel Sales Team and Channel Partners while maximizing overall sales results?

 

Soft Sales Cure, Inc. has solved such challenges many times in the past. Therefore, having any of the following symptoms requires immediate attention:

 

  • Current channel partners, if any, are inactive or not producing business opportunities.

  • Targeted potential channel partners are not responsive to your partner programs.

  • Investing significant efforts and money in developing the Channel, but only little in return.

  • Current channel partners are not contributing to your long-term business strategy or acquisition.

  • Sales forecasts generated by channel partners are often unpredictable, inaccurate or ambiguous and can't be relied upon to include in the company's sales forecast.

  • Unrewarding channel partner programs; the margins are not feasible after paying several channel incentives.

  • Unproductive tensions are mounting between Direct Sales and Channel Sales teams as they seem to compete in the same opportunities.

If you are absolutely committed to improving sales results and bottom line profits, please contact us so we could address your questions, evaluate the challenges, and propose our recommendations to help you achieve total sales success.