Technologies and the marketplace are changing so fast it often seems hard to keep up. At Channel Journeys Consulting, we stay on top of the latest trends to help you maximize the return on your channel investment.
Driving profitable growth requires the scale and reach of partners, but not just the traditional partners like Distributors, VARs, and System Integrators. Digital Transformation is disrupting the channel while creating entirely new partnership opportunities. So how do you find, recruit, and enable the right partners?
Cloud and Everything-as-a-Service models have changed the buyer’s journey. Your channel strategy, including which partners you attract to your ecosystem, how you keep them motivated, and how they engage with your customers, is critical to your success.
We provide our clients with strategic and tactical channel consulting services that accelerate revenue growth by solving these key challenges you face today.
Channel Journeys Consulting services include:
Channel Go-to-Market Strategy
A successful channel business starts with your go-to-market strategy. Without a clearly defined and agreed upon strategy, your organization and your partners may be running in different directions and taking actions that impede revenue growth.
Channel Journeys will define a channel strategy that includes your goals and the sales, marketing, recruitment, and enablement plans to achieve those goals.
Partner Recruiting Strategy
The partner landscape is changing. So how do you select the right partners for your business? You still have the traditional VARs and MSPs. New born-in-the Cloud partners who provide niche as-a-service offerings are emerging. Even marketing agencies, accountants, and law firms are potential channel partners. Many vendors make the mistake of signing up every partner who raises their hand, wasting precious resources on failed enablement.
Channel Journeys saves you time and money by developing your partner recruiting strategy. We determine what types of partners should be in your ecosystem. We define your ideal partner profiles based on the expected role of the various partner types. Then we help you develop your partner recruiting materials and marketing plan attract and recruit the right partners.
Your partner program sets the stage for the partners you will attract and keep motivated to grow your business. Programs can be overly complex or miss key ingredients that engage and energize partners, especially the new partner opportunities driven by the digital transformation.
Channel Journeys applies a 3-step process to define a lean Partner Program framework aligned to your channel strategy. First, we define your value propositions to your customers and to your partners. Next, we analyze the expectations and define the roles of the vendor and the partner. And then we determine the program benefits and partner requirements that define the program.
Partner Onboarding Program
Companies often have onboarding program for their employees but fail to have a similar program for partners. A well-defined and executed partner onboarding program creates a positive first impression with your partners and puts them on a path to repeatable success.
Channel Journeys develops onboarding plans that shortens your partners’ time to revenue and enables them to become more self-sufficient. Our comprehensive plans include sales, technical, and marketing onboarding to set the stage for long-term growth.
Gaining the strategic alignment critical to mission success can be difficult. And alignment to your channel strategy is even more challenging due to how channel teams and supporting functions are organized.
Channel Journeys provides an internal and external assessment of your channel strategy to determine your level of alignment. We analyze the organizational and programmatic barriers and provide clear recommendations for a successful channel journey.
“Inspect what you expect” is fitting guide for improving channel performance to accelerate revenue growth. Measuring and reporting on the right Key Performance Indicators (KPIs) helps you know if your channel business is on course or in need of adjustments to reach your goals.
Channel Journeys helps you select the right performance indicators based on your channel business model and partner types. We help you develop a data-driven approach to maximize the return on your investment in partner recruitment, on-boarding, sales, and marketing.