3 Things Channel Sales Needs in 2018
Channel Sales involves utilizing external partners and indirect channels, rather than an internal direct sales force, to drive revenue and market penetration. It is crucial for scaling complex organizations by...
The Future of Channel Sales
Channel sales organizations must prepare for unprecedented scale and complexity as globalization, digitization, and expanding middle-class populations reshape how products and services reach billions of new consumers worldwide. Companies that...
When Channel Sales Is a Bad Idea
A network of channel partners can provide enormous value to an organization seeking to scale its reach and extend services to end customers. This is true both in the consumer...
Why a Channel Sales Manager Can Make or Break a Channel
One of the most important roles in an organization selling through the channel is the role of a channel sales manager. Why? It’s simple: This is where rubber meets the...
4 Ways to PEPP Your Channel Sales
If your channel sales are flat and you have limited resources to drive fundamental structural changes or increase sales velocity via new products or organs, there are four fundamental steps...
Is Your Channel Sales Motion Choppy?
A well-run channel can produce a consistent sales motion that will not only drive profitable growth, but also help an organization establish a significant competitive advantage. However, building a channel...
5 Factors That Affect Channel Sales
Selling directly is a significant challenge in itself. But consider what happens when you are selling within an indirect go-to-market model via a network of channel sales partners, and add...
Building a Run Rate Channel Sales Motion
Channel sales organizations build predictable run rate motions by systematically extending partner reach, expanding product breadth, and optimizing performance across their ecosystems. Companies that commit fully to structured indirect selling...
