In contrast to strategic partners, #channelpartners are not typically market makers. They are market takers š .
They are too busy with their own business and not in a position to figure out a go-to-market strategy for you.
But if you show them:
āļø how your product will help them to achieve their goals
āļø clear revenue potential and alignment with their existing sales process
āļø your commitment to help them succeed
Channel partners can help you scale your business to the next level.
In SaaS, they contribute 23% of revenue.
To build a scalable channel program, you need to have
š¹ Repeatable sales playbook
š¹ Clear idea on who your partners are (ideal partner profile)
š¹ Why adding your product/solution will help them mid/long term.
š To make a strong case, think of potential synergies beyond from immediate financial benefits.
Scaling #partnerships takes time - from educating the sales force of your partner, to getting first traction, to scaling.
Help them to kick start the process by bringing a few first leads and launching a co-marketing campaign.
āļø If these partnerships do not sound too easy, well, because they are not.
Launching a channel program requires a lot of strategic and operational work in trenches. But it usually pays off long term.
š” Prior to making a commitment, companies typically test various partnership MVPs. Check our our fireside chats on testing/launching partnerships - links in comments.
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