Channel Partner Relationships Matter More Than You Realize (Slides)

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Channel Partner

Relationships

Matter More Than

You Realize

http://blog.sphomerun.com/

SPHomeRun.com Sponsored by ITChannelPrograms.com

“What’s the

Real Value of

Channel Partner

Relationships

http://itchannelprograms.com/


as They Relate

to Small- and

Medium-sized

Businesses (SMBs)



and Channel

Partner

Management?”



Approached

Correctly,

Channel Partner

Relationships

Plant the Seeds



For Building

an Incredibly

Loyal Group

of Evangelists



Cost-Effectively

Reach Fragmented

Markets



Even Though Small

Channel Partners,

Including

VARs and MSPs,



Can Be Quite a

Fragmented Market

as Well, Creating

a Channel Partner

Program Can Be



a Lot More

Cost-effective and

Faster Than

Building an Indirect

Sales Force



Even Michael Dell,

Co-founder of Dell

Inc., While

Historically Very

Anti-channel,



Has in Recent

Years Warmed Up

Greatly to the Idea



of Investing in

its PartnerDirect

Channel Partner

Program



Balance

Recruiting Clients

vs. Recruiting

Channel Partners



Let’s Say That Out

of 1,000 Attendees,

About 10% Could

Potentially Meet

Your Criteria



For Being Qualified

Leads



And of Those

100 Potentially

Qualified Leads:



a) 95 Leads are

Small Business

Decision Makers



b) 5 Leads Come

From IT Channel

Partners



Which of These

2 Approaches

is Most Likely

to Yield



the Best

Potential Customer

Acquisition

Results?



a) Pursuing 95

Small Business

Decision Makers

One-by-one?



b) Or Putting Most

of Your Efforts Into

the 5 Technology

Providers?



To Know Intuitively

Why This More

Highly-leveraged

Approach Works

Better For Most,



Consider

the Following

4 Benefits:



• Consolidated

Business

Development

Resources



• Lower

Break-even Points

For Customer

Acquisition

Expenses



• Nurturing a

Highly Loyal Team

of Evangelists



• Potentially Huge

Growth With

Minimal Overhead

Via a Contingent

Sales Force



How Invested is

Your Company in

Building Long-term

Channel Partner

Relationships?



Please Share

Your Thoughts

in the Comments

Section Below


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Recommended Reading:

13 IT Channel

Partner Programs for Growing Small Business

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