Selling through channel partners, who in here has done it and how is it like?

Question

So I have a final round role play next week with a cybersecurity company and the manager seems to be high on my candidacy. Given my recent experiences though, this isn't that strong of an indicator.

One thing they say is that all sales are done through channels and resellers. They do not seem to hold it against me for not having this kind of sales experience but I was hoping to learn more about this model of selling.

My takeaway from my research is that you wine and dine with certain partners and get them to like you enough to where they push your software over others.

I could be off though but can someone in here tell me about what it is like and some best practices?

Accepted Answer

It depends. Are these channel partners only selling your software? If so, you need to be their go to rep.

Answer

In my current role I work exclusively with our channel partners and the short answer to everything is 'it depends'. I've found that partners all like to work in different ways so being able to adapt to their different styles (and remember what each of them are) is important.

Answer

Yes. Direct and thru VAR's and MSP's.

Answer

Diff partners work in diff ways....but a pretty consistent theme across most channel partners...make it easy for them to work with you and to push your tech...could be a regular flow of up to date product collateral (battle cards / product matrix - even better to personalize for the partner), regular competitor intel and industry updates, easy way to nominate / protect leads & accounts and then a simple way to understand what's in it for them ($). Be accessible should they need you.....and throw them the odd bone (warm lead)....and then if all else fails, steak dinner...which will get you their attention until the next vendor takes them for lobster!

Answer

It’s rolling the dice. Some partners will pay off others won’t. Typically (In my experience) the ones that talk the biggest game don’t end up doing much business. You basically train them like a mini sales team but they sell and line up interested people for you. You have limited control of deals because the partner is typically leading them. But if done correctly it can be great.

Answer

Just had a post about running into issues with SLAs, that might be helpful.

Answer

I think @poweredbycaffeine & @Sunbunny31 got you covered, so I just wanted to say good luck!

BitcoinAddict

Selling through channel partners, who in here has done it and how is it like?

9 comments

BitcoinAddict

Selling through channel partners, who in here has done it and how is it like?

9 comments

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