5 Things Your Channel Partners Really Want from Your Partner Program
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Transcript of 5 Things Your Channel Partners Really Want from Your Partner Program
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The 5 Things Your
Your Partner Program
Channel Partners Want From
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1. Have a real relationship with them as business partners. Don’t just dump your program on them and walk away.
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Continuously communicate new info, provide counsel, keep your word and work with them to build mutual trust.
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2. Simplify your partner program. Complicated programs take time to manage and are really a pain.
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Make it easy to execute programs, request funds and put in a claim. Then, send them your payment within a month.
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3. Stay off their turf. Never get in between your channel partner and the relationship they have with their customers.
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They know how to best communicate with their customers. Create materials they can customize.
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4. Implement an automated system so they can manage their program participation.
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Tracking, reporting, payment processing, approvals and claims should be able to be done quickly and easily online.
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5. Cash is king (and queen) when it comes to sales contests, SPIFs and co-op marketing campaigns.
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Skip the account credit and junky prizes and pay them in cash.
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Excerpt from TECHmarc Labs post:MDF and Co-op Marketing funds: An IT
Vendor’s Guide to Sales Growth
www.TECHmarcLabs.com
Music: Josh Woodward, I will not let you let me down, The Wake