Resources for the Channel Sales Leader

SiriusDecisions helps channel sales leaders achieve corporate revenue goals. We provide benchmark data and industry best practices to help clients secure executive support and budget. We identify the characteristics that define ideal partners, identify key metrics for tracking partnerships, develop world-class strategies and optimize partner relationships. Explore content for this role below.

  • Success Story: Qlik3:39

    Success Story: Qlik

    Qlik established an intuitive channel partner enablement program that could easily evolve with the company.

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  • Channel Sales Planning Assumptions Guide 2019

    Channel Sales Planning Assumptions Guide 2019

    In this guide, we describe the five planning assumptions that channel sales leaders should incorporate into their planning for 2019.

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  • The SiriusDecisions Channel Sales Profitability Model

    The SiriusDecisions Channel Sales Profitability Model

    The SiriusDecisions Channel Sales Profitability Model was created to help channel sales quantify the probability of achieving organizational goals.

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  • Last fiscal year, only 13.8% of channel sales reps attained quota at 80% or higher.

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  • Check out featured stories from our SiriusStars

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  • Looking Beyond Revenue to Forecast Channel Partner Growth

    Looking Beyond Revenue to Forecast Channel Partner Growth

    While companies have the best intentions for creating a long-term growth strategy, the pressures of meeting short-term objectives often get in the way of focusing on the best approach for...

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  • Introducing the Channel Sales Profitability Model: Quantify the Probability of Success Webcast Replay

    Introducing the Channel Sales Profitability Model: Quantify the Probability of Success Webcast Replay

    We would like to introduce the SiriusDecisions Channel Sales Profitability Model, a diagnostic tool that measures a supplier’s ability to yield financial gain through partnering.

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  • The SiriusDecisions Channel Recruitment Waterfall Webcast Replay

    The SiriusDecisions Channel Recruitment Waterfall Webcast Replay

    To help organizations build their own recruitment process, SiriusDecisions has designed the Channel Recruitment Waterfall.

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  • 2019 Planning Assumptions: Channel Sales Webcast Replay

    2019 Planning Assumptions: Channel Sales Webcast Replay

    In this replay, we describe the Channel Sales Profitability planning assumptions that channel sales leaders are incorporating into their planning for 2019.

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  • The SiriusDecisions Channel Operating Model

    The SiriusDecisions Channel Operating Model

    Explore the model that helps suppliers increase their speed to market and identify the key functional processes and activities required to support partners and establish channel excellence.

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  • Ensuring Quota Attainment Through Better Joint Partner Planning Webcast Replay

    Ensuring Quota Attainment Through Better Joint Partner Planning Webcast Replay

    Collaborating with partners to build business plans should be a process that defines mutually beneficial strategies that drive action, accountability and revenue growth.

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  • The Dirty Little Secret: Six Strategies for Mitigating Channel Partner Risks

    The Dirty Little Secret: Six Strategies for Mitigating Channel Partner Risks

    C-suite support is critical to selling successfully through channel partners. Yet, many executives still question the value of indirect channels and prioritize direct sales to a fault.

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  • Channel Chiefs: 4 Ways to Improve Channel Sales Planning

    If you’re not making quota, you’re not alone. Data from a recent survey in the SiriusDecisions Command Center™ shows that less than 10 percent of channel sales organizations are making 90...

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  • 2018 Planning Guide for Sales, Marketing and Product Leaders

    2018 Planning Guide for Sales, Marketing and Product Leaders

    Set appropriate goals and jump-start your annual planning for 2018. Download the Planning Guide e-book to learn how to set appropriate growth goals and ensure you have the right resources in place.

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  • Are You Recruiting the Right Channel Partners?

    Are You Recruiting the Right Channel Partners?

    Many companies find themselves with a channel partner community that is largely unproductive and/or unprofitable. In this blog, we provide five best practices for effectively creating and...

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  • SiriusDecisions Command Center Walkthrough

    SiriusDecisions Command Center Walkthrough

    Watch our walkthrough video to learn how you can use the SiriusDecisions Command Center to compare performance against peers, justify investments and get fact-based visibility into progress and gaps.

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  • 66% of respondents that are responsible for their org's channel sales revenue do not “own” the channel sales operating budget.

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  • Effective Channel Partner Sales Training: The Missing Link

    Effective Channel Partner Sales Training: The Missing Link

    One of the most impactful means of optimizing channel sales is having a well-planned and executed channel sales enablement strategy. After all, partner sales reps sell what they know. So, no...

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  • Recruiting the Right Partners: Four Reasons You Need Channel Development Managers

    Recruiting the Right Partners: Four Reasons You Need Channel Development Managers

    Are you having problems recruiting the right partners to drive channel sales success or getting new channel partners productive in a timely manner…or at all?

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  • Is Your Channel Pricing Strategy on the MAPP?

    Is Your Channel Pricing Strategy on the MAPP?

    Learn the ins and outs of instituting a minimum advertised price policy (MAPP).

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  • It’s Alive! Maintaining an Evergreen Channel Program

    It’s Alive! Maintaining an Evergreen Channel Program

    A partner program is a living, breathing organism that needs regular care and feeding to keep it compelling and relevant. SiriusDecisions has channel program best practices that can help your...

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  • How to Develop a Compelling Channel Partner Business Proposition

    How to Develop a Compelling Channel Partner Business Proposition

    Win the competition for channel partner mindshare.

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  • Attract, Assess and Activate: Winning Strategies to Optimize Partner Sales Performance Webcast Replay

    Attract, Assess and Activate: Winning Strategies to Optimize Partner Sales Performance Webcast Replay

    Optimize partner sales performance.

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