Check out the full article for even more tips on succeeding in the IT Channel: https://shop.itxchange.com/OA_HTML/page-blog-entry-how-partner-and-prosper-channel.jsp

1. HOW TO:
Partner & Prosper
in the IT Channel

2. Businesses of every size use IT distribution channels to sell their products or services, either as a
supplement to a sales team or in place of one. A channel is any entity that serves as a middle-man
between a company and its customers, most commonly as a reseller.
Properly planned and initiated, operating within the channel works well and serves as the foundation of
long-term business relationships. But how can your business ensure that the venture is successful?
Before diving in blind, take a look through some of these tips for planning and developing new
partnerships, maintaining good relationships with existing ones, and building reliable revenue streams.

3. Hold a strategic planning summit. Whether forming a new channel partnership or
fine-tuning an existing one, it’s a good idea to for all stakeholders in the venture to
meet to get everyone’s expectations and concerns on the table. Remember to
include representatives from all company departments involved; marketing, sales,
product development, etc.
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4. Agree on goals. Each partner should have a clear understanding of the target
revenues and other any other goals to avoid the potential for misunderstandings and
disagreements later on. Preserve the relationship from the start by getting everyone
on the same page at the beginning.
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5. Determine marketing support needs. Devise a plan that clearly outlines the roles,
responsibilities, strategies, and shared costs for both companies, and designate staff
from each company to meet as often as needed to update it.
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6. Create a sales support strategy. If your products & services are technological, it’s a
good idea to have dedicated teams made up of both sales and technical staff. These
teams can meet regularly to discuss customer feedback, how to overcome
objections, and refine sales approaches. 4

7. Determine success metrics. Decide what analytics and metrics should be regularly measured
as a yardstick of success. Likewise, come to a group consensus on what goes into the report.
Schedule quarterly meetings to review results and adjust strategies accordingly.
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8. Develop a partner selection strategy. Business relationships are investments – time,
energy, and resources. Define the characteristics of a preferred partner for each
market segment to target partners that are the best fit for your organization.
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9. START SLOW, then build momentum. Great channel partnerships are not built
overnight. They take time, hard work, and commitment to really begin paying off.
Being successful in the channel is one race where slow and steady wins.
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10. Want more tips on how to succeed in the channel?
Check out the full article @ IT Xchange!