Energize your distribution channel
The technology solution sales market is changing. The establishment of the cloud and the new purchasing processes adopted by end consumers have taken the IT industry to a new scenario which requires, inevitably, a transformation of the channel sales model.
This transformation forces manufacturers and distributors to change the way they show their value and differentiation. Therefore, they need to improve their partner selection, recruitment and advice mechanisms.
Major changes
- The success of a channel strategy requires partner specialization. This is what 82,1% of cloud partners say, who consider the vertical focus important or very important.
- The sales battle is also being fought in the social media. In fact, the partners who get more than 20% of their revenue selling to new customers, value the use of social media in their sales and marketing strategy more highly.
- Collaboration, key to survival of the channel model. Partners who collaborate closely with their OEM, grow faster. An average of 19% compared to 10-12% achieved by less engaged partners.
*(Source: IDC 2016).
Major changes
- The success of a channel strategy requires partner specialization. This is what 82,1% of cloud partners say, who consider the vertical focus important or very important.
- The sales battle is also being fought in the social media. In fact, the partners who get more than 20% of their revenue selling to new customers, value the use of social media in their sales and marketing strategy more highly.
- Collaboration, key to survival of the channel model. Partners who collaborate closely with their OEM, grow faster. An average of 19% compared to 10-12% achieved by less engaged partners.
*(Source: IDC 2016).
Business Keys
80% of an OEM’s business usually comes from 20% of their distribution channel partners. However, a company’s major growth potential comes from unmanaged segments. That is, partners with whom the brand has less contact.
The key is to be able to identify those distributors through prediction analysis models. And to grow your business by implementing our methodology to energize your channel.
Business Keys
80% of an OEM’s business usually comes from 20% of their distribution channel partners. However, a company’s major growth potential comes from unmanaged segments. That is, partners with whom the brand has less contact.
The key is to be able to identify those distributors through prediction analysis models. And to grow your business by implementing our methodology to energize your channel.
THE 4 PILLARS OF CHANNEL MODERNIZATION
The time when distribution channels established their leadership according to geographical location is over. In order for a partner to be successful, they need to define their differential value proposition, to specialize and become the best in a technology, a vertical or a business process
Leaders will adopt modern techniques to reach potential customers, since most B2B buyers make purchasing decisions based on the information they find online and before they even talk to a Sales Rep. Customization and adaptation of contents and messages according to their needs, will set the difference.
The providers of the most profitable solutions will be those who continuously improve their operations. Therefore, they will need to focus on developing methods, automating processes and implementing new technology tools. This will improve the return and profitability of their operations through metrics and analysis.
In the age of the cloud, OEM’s must make their channel aware that the aim is not only to close the initial sale, but to show their value throughout the customer lifecycle. The preferred partners will be those in which customers continuously find value solutions and relationships.
Challenges to modernize the channel
Do you have a strategic and operating plan for your distribution channel?
Do you know which are your most profitable partners and which ones have the greatest growth potential?
Do you have defined and automated processes to recruit and activate a new channel?
Does your sales team work in coordination with your distributors?
Does your channel know how to position your solutions and competitive advantages?
Do you generate demand with your distributors effectively using Modern Marketing techniques?
Our methodology
Modern Partner Factory’s IT solutions channel sales method is divided into a 5-stage process:
Contact us
If you need us to accompany you during the transformation process, count on Modern Partner Factory. We are specialists in modernization of distribution channels, sales and marketing processes in B2B environments.