Brain Food: Direct ➡️ Channel

After about 5 yrs in the direct sales world at an AI startup, M&A of a start-up (and I guess my boss' boss) has led me to what we believe is our next big opp at our company: channel.

The company we acquired has great status and partner relationships built and they want me to go in and find where our solutions plug into existing and future business.

The problem: I don't know what I don't know. I've been direct my entire career so I'm trying to get ahead of potential roadblocks and learn as much as I can to ramp up fast. My first concern is our org's lack of product marketing and materials which I fear will make education difficult. 

For those who have made the transition, can you share:
1) your strategy for taking direct sales skills into the channel
2) any books you read or leaders you follow for personal development 
3) general observations or advice from your transition

Much love,
Chips AHeu


🧠 Advice
👑 Sales Strategy
☁️ Software Tech
5
detectivegibbles
Politicker
2
Sales Director
Admittedly I’ve been direct sales for my career too. Commenting to keep following the post.

I know there’s some solid contributors in here who are in channel sales who should be able to give quality insight.
chips_aHeu
Opinionated
1
Account Executive
the more the merrier 🤝

where u @ contributors 👀
detectivegibbles
Politicker
2
Sales Director
Saturday - more activity during the week!
Maximas
Tycoon
1
Senior Sales Executive
Same here:)
FinanceEngineer
Politicker
2
Sr Director, sales and partnerships
As someone who is in channel, it is like managing individual sales teams. I have my partners sell for me or just refer deals in that i then close.
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
I do both direct and sales through partners. I think of our partners as an extension to my reach as a rep, and in turn, I bring them into my deals for services when possible. You may want to connect with new colleagues from the acquired company to find out what works for them when they partner, and start building out those relationships.

My partners are SIs, so might be slightly different than what you’re doing, which is why I suggest connecting internally, as it is what your managers are looking at and wanting to mirror.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
Having done both, I prefer direct since I only have to rely on my own efforts, not someone else's. Indirect is twice the work since you need to qualify the partner as well as the opportunity. But that's me. You may be different.
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