What are the Best Tools to Use for Channel Partners?

Channel partners are a third-party business that partner with a manufacturer or producer to resell the services, technologies or products they offer. In order to build a successful partner relationship, you need to select a company that is invested, motivated and trained, with the incentive to grow your business (Gary Morris). Without these, your partnership may not be as beneficial as you would expect. You need a company you can rely on to sell your products and sell them well. To achieve this, you must consider the best tools to use with your channel partners, and these come in the form of enablement tools (Gary Morris).

What are enablement tools?

When you create a channel partnership, as a company you want to ensure they have all they need to be successful in selling your products or services. Your role here is to walk your channel partners through every stage of the sales process, and with enablement tools, you can help your partners generate quality, personalised sales collateral with the correct branding without the need to depend on your marketing team (Mindmatrix). By supporting your partners with tools, training, and resources, you ensure they understand your brand vision. This knowledge encourages them to represent your business appropriately therefore will sell your product or service successfully and maximise your revenue (Emma O’Neill). After all, the main concern for channel partners is whether they will be able to sell your product or service profitably, so you need to do all you can to ensure they do.

Work-flow training tools

We’re all familiar with the typical training courses we have to take, whether it be in college, when starting a new job or just for your own education and knowledge. But how beneficial are these training courses, and how much information do we retain and apply to our work habits? Apparently not a lot. According to the Harvard Business Review, participants in traditional curriculum-based training forget 80% of what they have learned within 90 days (Frank V. Cespedes & Yuchun Lee).

The solution? Work-flow training tools. Rather than wasting time with training, incorporating work-flow tools into your partner’s working day will educate them whilst doing the job, achieving two goals simultaneously (Gary Morris). Not only is this a time-saver, but your partners are more likely to keep the information. These work-flow tools will help guide your channel partners in business planning, marketing planning, incentive planning, and more effective selling (Gary Morris).

Demand Generation Tools

Learning how to budget, forecast outcomes and calculate ROI is essential for your channel partners, but there are few demand generation tools available that include these. Marketing forecasts require a lot of analysis, research, and navigation in order to produce detailed reports (Maria Pergolino). So, ensuring your partners are using the best tools available will benefit your company and improve your report accuracy. Enabling tools (Marketing Budgeting, Forecasting, and ROI Tools) provide your partners with a planning and simulation tool that creates an ROI-based plan with business outcomes based on the tactics, levels and goals selected (Gary Morris).

Final Thoughts

Enablement tools are used to streamline manual tasks and improve planning, turning a good partner into a high-performance partner (Gary Morris). Assisting your partners throughout the partnership creates a strong relationship and people you can rely on to complete tasks to the required standard. You are providing them with the tools and assistance they need to excel. Instead of implementing a technology solution and waiting for partners to work out how to use it, you must ensure the tools are integrated into the partners’ business processes (Regalix). Learning about your brand, product and services is all essential for your partners to sell successfully, so training and educating whilst working is likely the most beneficial way of doing this.

Unlock the Power of Community Marketing: What is a Community...

Paul Whittall • 25th January 2023

Community marketing has become an increasingly popular way for businesses to reach customers and create loyalty. From grassroots campaigns to online communities, there are many ways to leverage the power of community marketing. In this blog post, we’ll explore what community marketing is and how you can create an effective campaign.

Leading a Team to Victory: How Being a Sales Leader...

Joe Allen • 24th January 2023

Leadership is a key element of success in any field. Whether it is in sport, business, or any other area of life, having a leader who knows how to inspire, motivate and guide a team to victory is essential. This is especially true in sales, where having a strong sales leader can be the difference...

How to Optimize Your PPC Budget and Maximize Your ROI

jake hancock • 20th January 2023

PPC or pay-per-click is a type of online advertisement where you pay for each user who clicks on your ad. It is a great way to increase your visibility on search engines, get more leads, and boost your sales. However, it can be tricky to manage your PPC budget and maximize your ROI. In this...

Reaching New Heights with CRM Technology: Unlocking Unprecedented Business Potential!

jake hancock • 18th January 2023

In the current business landscape, customer relationship management (CRM) technology is a must-have for any organization looking to remain competitive. CRM technology offers a more efficient and effective way to manage customer relationships and can unlock unprecedented business potential. In this blog post, I’ll cover what CRM technology is, the benefits of using it, common...

How to build a better pipeline in 2023

Luke Conrad • 16th January 2023

As a recent poll on my LinkedIn page showed, 67% of people believe that growing their sales pipeline will be their most important task in 2023. And I couldn’t agree more. But let’s be honest, building a sales pipeline isn’t exactly a walk in the park, it’s often seen as a necessary evil, a means...

Engage Your Audience with the Right Platforms!

jake hancock • 13th January 2023

As a business owner, you’re probably already aware of the importance of engaging your audience. Engaging your audience is an essential part of any successful digital marketing strategy, as it can help you build relationships with your customers and increase your brand visibility. But how do you engage your audience? What platforms should you use?...