WHY, nearly a DECADE later are channel leaders still struggling to tackle their most pressing issues: margins, deal registration, demand gen, MDF, incentive programs? Don't Stress, here are some tips to help.

1. Solving Challenges of
Yesteryear’s Channel
Enablement Best Practices
By Scott Salkin
Allbound CEO
https://www.linkedin.com/in/scottsalkin
@scottsalkin

2. Solving Challenges of Yesteryear’s Channel Enablement Best Practices
• In today’s increasingly crowded
channel partner software
space, there’s a lot of money on
the line.
• In the past several years,
spending on channel
enablement programs has
skyrocketed, especially among
companies with an ecosystem
of 500 partners or more.

3. Solving Challenges of Yesteryear’s Channel Enablement Best Practices
• Measuring channel ROI is
absolutely critical for
organizations. In fact, every
single dollar you spend on your
partners should yield an ROI.
• Empower your indirect sales
partners to help you see
return.
Return On Investment

4. Solving Challenges of Yesteryear’s Channel Enablement Best Practices
We often see vendors who:
• Underwhelm their partners by
providing them with too little content
or training
• Overwhelm their partners by dumping
content, training and other resources
into portals
• Erect barriers for their partners by
loading their content into CRM
Excessive Sales Content
and Information Overload

5. Solving Challenges of Yesteryear’s Channel Enablement Best Practices
• It’s critical to draw in your
channel with content that’s
personal, shareable, usable,
cognizant of the characteristics
of their specific leads and
opportunities, and above all,
relevant to their needs
Undervalue the Impact
of Content

6. Solving Challenges of Yesteryear’s Channel Enablement Best Practices
• Consider implementing an
onboarding and training
process that intermixes
certifications, quizzes, rewards,
and leaderboards to ensure
partner sales reps are get and
STAY engaged with their efforts
Outdated Training
Methods

7. Solving Challenges of Yesteryear’s Channel Enablement Best Practices
• Most organizations have
employees with all kinds of
devices. They need to be able
to access content on them
Multi-Device Access

8. Solving Challenges of Yesteryear’s Channel Enablement Best Practices
• The buyer's journey has
changed
• And if you’re selling with
partners, those sellers can
come in all combinations of
shapes, personalities, cultures
and sizes.
• Focus on what content they
need to succeed.
Alignment to the
Buyer’s Journey

9. Request a Demo