Maximizing the value of partnerships and delivering results against corporate expectations of the indirect sales organization are always top priorities for channel sales leaders but they are facing a number of issues – unforeseen events cutting through the best-laid channel sales plans, costing jobs and limiting, if not destroying, a channel organization’s ability to achieve its goals. In this guide, we describe the five planning assumptions that channel sales leaders should incorporate into their planning for 2019.
Other content in this Stream
3:39Success Story: Qlik
Qlik established an intuitive channel partner enablement program that could easily evolve with the company.
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.
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...
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.
The SiriusDecisions Channel Recruitment Waterfall Webcast Replay
To help organizations build their own recruitment process, SiriusDecisions has designed the Channel Recruitment Waterfall.
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.
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.
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.
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.
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...
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...
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.
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...
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?
Is Your Channel Pricing Strategy on the MAPP?
Learn the ins and outs of instituting a minimum advertised price policy (MAPP).
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...
How to Develop a Compelling Channel Partner Business Proposition
Win the competition for channel partner mindshare.
Attract, Assess and Activate: Winning Strategies to Optimize Partner Sales Performance Webcast Replay
Optimize partner sales performance.
3:14Top Priorities for the Channel Sales Leader
Description: Chris Cleary, Service Director, discusses what is top of mind with channel sales leaders and the most popular areas of client focus we respond to with our insights and advice. Click here
Don't Have a Partner Recruitment Toolkit? You Should.