Improve Sales Efficiency With Powerful Channel Partner Programs

By Author: Alice Coope
Total Articles: 213
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inquiry management, channel partner marketing, marketing campaign roi, contact discovery

Improving sales process and efficiency of their channel partners is a challenge that most businesses encounter. The main aim of both is to keep costs down while increasing the sales pipeline and the conversion rates. Oftentimes channel partners keep close reign on their customer and prospect database in a way that allows limited reach and control to the company.

Channel partner marketing can greatly increase the reach and volume of your sales, but it may not work when channel partners have their own methodology and less understanding of your product or service.

A Powerful Channel Partner Program is the Answer

To better control the financial destiny of a business, an efficient and successful channel partner should control the front end of the sales process, like the demand generation or lead generation and qualification steps. They must possess the expertise and knowledge to help evaluate and implement the best solutions. They are generally proficient in selling; however it has been seen that they ...
... need support during the pre-sales and prospecting stage.

Forrester Research released a study showing that in most channel partner programs; the key step in the pre-sales process often goes undone. This gap creates a “sales black hole” or “revenue stall” problem and is a major dilemma to growing sales for both vendors and their partners.

To improve this you need a solution that not only understands your business needs but also understands the needs of your channel partners, and brings best practices to the entire process. It must also help building target databases and qualified sales lead pipelines, especially for firms with a complex sales process.

How Channel Partner Program can Improve Sales Efficiency

With successful channel partner lead management programs for multi-touch campaigns, even a novice partners can enjoy the sophisticated methodologies that are usually found at large and experienced firms. Consequently there is an improvement in the sales efficiency and inquiry management, as channel partner’s focus on pre-screened and qualified prospects for your services and solutions. The program also promotes the company's standing by providing partner leads that are true and sales ready. Having a channel partner program is mutually beneficial to both. The benefits to company include

* Quick and scalable process to improve channel sales

* Program accountability

* Reduced risk owing to improved control all through the campaign

* Enhanced sales efficiency

* Cost savings

While Channel Partners benefit with:

* Qualified sales leads

* Improve sales efficiency

* Speed up sales cycle

* Third party confidentiality to customer database

Firms with complex selling processes must opt for channel partner program to ensure that they get help with planning and the execution of go-to-market campaigns that produce fruitful sales pipelines. With a powerful channel partner marketing program you can greatly improve the sales efficiency of your team.

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