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Best Practices for Building and Growing an Indirect Sales Channel

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Sales partners are a great way to immediately create an indirect sales channel but they require an investment and a commitment. You should carefully consider both what the partner can reasonably be expected to provide for you and what you, in turn, need to provide to your partner to ensure success. Never compete internally with your indirect sales force and be sure to share leads and encourage bidirectionality of resources and information.

Published in: Business
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Best Practices for Building and Growing an Indirect Sales Channel

  1. 1. Best Practices for Building and Growing an Indirect Sales Channel Jerry Jalaba Vice President, Alliance Channels Intacct Corporation April 29th 2008
  2. 2. Start with the 3 KEY Questions What can the partner offer your company (and is it worth the cost to you)? What can you offer the partner (and is it worth the cost to them)? Does 1 + 1 = 3 ???
  3. 3. Partners are an Investment and an Asset Technical/Sales Comprehensive sales and product Training education/certification Sales training, collateral, marketing Sales materials, lead generation, tools and Investment product positioning Marketing Develop initial marketing/sales plan. Opportunity development Commitment activities.

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