Drive Your Channel Productivity Globally

Companies selling to the channel need to understand some of the core principles of partner relationship management. In other articles we have discussed why partner relationship management fails, and why it is important to avoid those failure modes. It is even more important to avoid a few core mistakes that many organizations make either intentionally or unintentionally. In this article we’ll explore the five core mistakes that we see vendors across the channel making consistently. These are mistakes that can easily be avoided with some thought and pre-planning. Overdistribution: If your organization is focused on partner relationship management and you want to drive high-level partner satisfaction, it is essential to make sure your partners know you care about their business and not just your own. It’s common for vendors to send the wrong signal to their partner base by announcing a recruitment and expansion program. While this makes perfect sense if you are trying to expand territories where you have no