Hit Your B2B Channel Sales Goals with ROI / Value Selling - Partner Marketing & Enablement

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In an effort to reduce costs and boost sales, you enter 2017 under the gun to deliver even more business growth from your Channel Partners. But simply adding more partners won’t do the trick.

The challenge: Your buyers have changed, no longer responding to the same old channel rep pitch.

Your channel partners need to be enabled anew to:

Give a reason for buyers to see them earlier in the decision making process (where 76% of deals are won/ lost), not just when an order needs to be placed

Sell to business leaders (now controlling >50% of decisions), not just technical buyers

Have a provocative conversation about business value (to shake up the 61% of deals stuck at status quo), versus features and price

Deliver a financial business case (required by 95% of decision makers), not just an architecture and proposal.

It’s pretty clear. In order to meet your 2017 channel growth goals, you have to do differently, and new value selling tools and skills could just be the trick to help you to close the gap to channel sales effectiveness.

Tom Pisello, CEO / Founder of Alinean discusses the latest research on Channel growth challenges, and provide straightforward examples of how companies are driving their worldwide partner programs to greater success.

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  • 90% require justification (IDC)
    50% increase in need for ROI / Value (CSO Insights / MHI Global)
  • Hit Your B2B Channel Sales Goals with ROI / Value Selling - Partner Marketing & Enablement

    1. 1. Copyright © 2001-2017 Alinean, Inc. Hit Your Channel Sales Goals with ROI Selling 1 Tom Pisello tom@alinean.com @tpisello @AlineanROI http://www.alinean.com
    2. 2. Copyright © 2001-2017 Alinean, Inc. Channels are important to sales success… 2 Did you know … or more of revenue through indirect channels for 71% of surveyed companies (2112 Group) or more of revenue through indirect channels for 50% of surveyed companies (2112 Group) revenue growth from channel which is greater than overall industry growth (Duke Fuqua School of Business) >60%>40% 15%
    3. 3. Copyright © 2001-2017 Alinean, Inc. Tech relies on channels more than most … 3 Of tech company’s revenue comes from indirect channel, expected to grow to 80% or more (Accenture) Channel incentives, typically a high-tech company’s largest marketing expenditure (Accenture) 3-5% 70%
    4. 4. Copyright © 2001-2017 Alinean, Inc. How does your channel sell? 4 Company Products / Services Features Price Sell with Features / Price vs. Value (The Economist) 93%
    5. 5. Copyright © 2001-2017 Alinean, Inc. What your Buyers want, What your Buyers need … 5 65% of C-suite execs are “actively engaged” in the ying decision-making (MHI Global) 80% of purchasing budgets controlled by business leaders & execs (IDC) 5.4 Decision makers per deal (CEB) 67% of buyers journey done digitally (Gartner) Engage Earlier Engage Higher Engage w/ Value $
    6. 6. Copyright © 2001-2017 Alinean, Inc. Elevating Partner Enablement – Engage Earlier 6 DaaS Challenge
    7. 7. Copyright © 2001-2017 Alinean, Inc. Elevating Partner Enablement – Engage Earlier 7 DaaS Challenge
    8. 8. Copyright © 2001-2017 Alinean, Inc. Elevating Partner Enablement – Engage Earlier 8 DaaS Challenge
    9. 9. Copyright © 2001-2017 Alinean, Inc. Elevating Partner Enablement – Engage Earlier 9 DaaS Challenge
    10. 10. Copyright © 2001-2017 Alinean, Inc. Elevating Partner Enablement – Engage Earlier 10 DaaS Challenge
    11. 11. Copyright © 2001-2017 Alinean, Inc. Elevating Partner Enablement – Engage Higher 11 Windows 10 Challenge Incremental engagements a month 100 Months acceleration 6
    12. 12. Copyright © 2001-2017 Alinean, Inc. Elevating Partner Enablement– Engage w/ Value 12 UC Solution + “Challenger” brand Credibly prove savings of 30%-40% vs. competition? • TCO tool – self-service marketing + partner channel versions • Partner training: webinars, videos & in- person sessions • 250 channel partners • 600 unique visitors & 150 customized reports per month • TCO guarantee program • No TCO tool? No discount. Evolved from Product to TCO in 30% of all deals Elevated win rates from 62% to 90% 10% deal size improvement $30 Million+ Per Year
    13. 13. Copyright © 2001-2017 Alinean, Inc. Partner Enablement, Value & the Buyer’s Journey Why Change? Why Now? Why You? Ideas Exploration Evaluation Selection Renewal Why Renew? Value Selling Tools ROI / TCO Tools Marketing Sales& Consulting Assessment & Benchmarking Tools Engage Earlier Engage w/ ValueEngage Higher
    14. 14. Copyright © 2001-2017 Alinean, Inc. Partner Enablement – The Challenges 14 SkillsConfidence Credibility Engagement Acumen Coaching Playbook Turnover Retention Articulation ROI TCO Doing Nothing isn’t an Option
    15. 15. Copyright © 2001-2017 Alinean, Inc. Hit Your Channel Sales Goals with ROI Selling 15 Tom Pisello tom@alinean.com @tpisello @AlineanROI http://www.alinean.com
    16. 16. Copyright © 2001-2017 Alinean, Inc. Upcoming Events… 16 SANTA CLARA, CA Date: March 1, 2017 Location: Hyatt Regency Santa Clara BOSTON, MA Date: March 9, 2017 Location: Westin Hotel at Copley Place http://alinean.com/2017-business-value-summit/

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