Benchmark Your Channel Sales Strategy
Channel Excellence Assessment
The Channel Excellence Assessment is an online survey allowing selling organizations to benchmark performance of their channel strategy against the best practices identified in the Channel ACE model. The output report provides insights into strengths and opportunities for channel strategy improvements allowing focused investment to be applied with the highest ROI.
Develop Strategy & Focused Investments
Executive Channel Excellence
Executive Channel Excellence introduces best-in-class channel strategies, structures, and practices to the leadership team responsible for the success of a channel sales strategy. This workshop supports the organization’s efforts of executing a long-term sales strategy through a 3rd party channel structure. Through the course of the workshop, participants build execution plans to prioritize investments, resources and next steps for channel strategy creation, transformation, or improvement. Output reports include gap analysis, investment considerations, and actionable next steps towards Achieving Channel Excellence.
Best Practices for Channel Sales Professionals
Achieving Channel Excellence
Achieving Channel Excellence introduces best-in-class channel strategies, structures, and practices to those responsible for executing a channel sales strategy day-to-day. This workshop supports the organization’s efforts of executing a long-term sales strategy through a 3rd party channel structure. Through the course of the workshop, participants build foundational knowledge and perspective to lead and enable channel partners as part of their daily responsibilities. Participants will recognize a new view on channel purpose, the measure of a successful channel strategy, and strategies to apply time and resources in the most effective way yielding long term results for both the vendor and the partner.
Sales Call Planner for Partner Meetings
Engaging Channel Excellence
Engaging Channel Excellence improves partner engagement with every meeting. By leveraging the Channel ACE foundation, participants learn to deploy a methodology that is repeatable and consistent across the field sales organization. This meeting planner is designed for the channel relationship. Sales Reps and Channel Managers learn to use the Partner Engagement Planner to secure, plan, execute and gain commitments from every partner meeting. The process ensures relationships strengthened and investments are committed to. Actions from these meetings result in achieving the business objectives of both the vendor and the partner. This methodology training compliments skills based selling programs.
Business Planner for Channel Relationship
Channel Partnership Excellence
Channel Partnership Excellence provides the framework for building long lasting strategic business plans that are mutually beneficial to both the vendor and the channel partner. This methodology focuses on the business issues and objectives of the two parties. Through the planning process, each commits resources, focus, and actionable steps that move each other towards success closing gaps between today’s performance and the business goals 3-5 years from now. The process allows the parties to align resources, leverage strengths, and build a business plan to achieve success together.
Build Financial Skils for Channel Managers
Channel Financial Excellence
Channel Financial Excellence introduces channel salespeople to terminology and concepts to credibly conduct financial conversations with partner executives about financial issues and constraints they can help partners solve, stimulate partner investment, and build differentiated executive relationships. Successful partnerships depend on mutual understanding and alignment of goals. Understanding the source of partner profitability and how partners make investment decisions is essential if vendors are to build lasting channel relationships and influence partner focus and investment. This workshop is suitable for sales, marketing, and customer service roles where success depends upon understanding channel financials.