Solving challenges of yesteryear’s channel enablement best practices

Solving Challenges of Yesteryear’s Channel Enablement Best PracticesBy Scott SalkinAllbound CEO

https://www.linkedin.com/in/scottsalkin

@scottsalkin

Solving Challenges of Yesteryear’s Channel Enablement Best Practices

• In today’s increasingly crowded channel partner software space, there’s a lot of money on the line.

• In the past several years, spending on channel enablement programs has skyrocketed, especially among companies with an ecosystem of 500 partners or more.


• Measuring channel ROI is absolutely critical for organizations. In fact, every single dollar you spend on your partners should yield an ROI.

• Empower your indirect sales partners to help you see return.

Return On Investment


We often see vendors who:• Underwhelm their partners by

providing them with too little content or training

• Overwhelm their partners by dumping content, training and other resources into portals

• Erect barriers for their partners by loading their content into CRM

Excessive Sales Content and Information Overload


• It’s critical to draw in your channel with content that’s personal, shareable, usable, cognizant of the characteristics of their specific leads and opportunities, and above all, relevant to their needs

Undervalue the Impact of Content


• Consider implementing an onboarding and training process that intermixes certifications, quizzes, rewards, and leaderboards to ensure partner sales reps are get and STAY engaged with their efforts

Outdated Training Methods


• Most organizations have employees with all kinds of devices. They need to be able to access content on them

Multi-Device Access


• The buyer's journey has changed

• And if you’re selling with partners, those sellers can come in all combinations of shapes, personalities, cultures and sizes.

• Focus on what content they need to succeed.

Alignment to the Buyer’s Journey

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