Your business is challenging—especially when it comes to enabling and engaging your valued channel partners. But there are ways to overcome the challenges. To connect with your partners in the more meaningful, more profitable ways. And to ultimately transform them into all-out advocates of your business. The best part? You can get start small. And start today.

1. 4 Ways to Better Enable
Channel Partners and
Drive Engagement

2. Before we get to the
good stuff, let’s level-set.

3. There are a few channel
marketing movements
we should cover.

4. You know, trends
impacting the
partner experience.

5. Agility
Consultation
Personalization
Confusion
Inundation
THESE
TRENDS

6. Agility

7. Change and disruption are the new norm.
Finding a way to accept and embrace them
in the channel matters.

8. Change and disruption are the new norm.
Finding a way to accept and embrace them
in the channel matters.
WHY?

9. Because those who connect the dots faster
largely continue to prove more successful.

10. Consultation

11. Ecommerce has created a self-service
approach to transactional purchases,
which has resulted in heightened value
for more complex sales.

12. Savvy buyers are seeking consultative
subject matter experts

13. (that’s you!—and your channel partners)
Savvy buyers are seeking consultative
subject matter experts

14. And the bottom line is…

15. Nobody wants to be “sold to” anymore,
no matter what channel they’re
coming through.

16. Personalization

17. Advanced technologies and data analysis
have made it an expectation.

18. Now’s the time to prove to your partners
that you get them —their pain points, their
journey with your brand and their preferences.

19. Confusion

20. Mergers, acquisitions, brand alliances,
strategic partnerships are the new norm.

21. And while they introduce benefits
like greater brand reach and expanded
capabilities, they often undermine the
work a brand has done to clarify and create
awareness in the channel.

22. Inundation

23. It comes down to an overabundance
of information.

24. Your partners hear different value props,
products, contests, incentives and countless
other information by both your organization
and a host of other brands.

25. And the reality is, eventually
they all start to feel the same.

26. So What Does All This
Mean For You and Your
Channel Strategy?

27. Simply put, you’ve got
to think a bit differently.

28. Simply put, you’ve got
to think a bit differently.
And we can help.

29. Here Are
4 Ways to Better Enable
Channel Partners
and Drive Engagement

30. EVOLVE
TRAINING
1

31. >> Re-evaluate format and topical coverage to evolve
along with change in how to sell

32. Re-evaluate format and topical coverage to evolve
along with change in how to sell
Consider training all types of sales roles to embrace
the consultative, solution-based selling model

33. Re-evaluate format and topical coverage to evolve
along with change in how to sell
Consider training all types of sales roles to embrace
the consultative, solution-based selling model
Invest in training outside of the traditional seller role
(e.g. specific subject matter experts)

34. EXPAND AND
SIMPLIFY TOOLS
2

35. Take a day to talk with partners using existing
materials, gain further understanding of how
they’re used, and revamp processes you may
not even realize have issues

36. Take a day to talk with partners using existing
materials, gain further understanding of how
they’re used, and revamp processes you may
not even realize have issues
Increase relevancy of archaic portals that house
all sales support materials by leveraging partner
segmentation and user experience reviews to
optimize content

37. 3
INCORPORATE
DATA VISUALIZATION

38. Integrate dashboards that create heightened intel,
increase relevance of partner engagement strategies
and help effectively allocate budget (e.g. dashboards
that slice data by variables like product set, partner
type or incentive type)

39. Integrate dashboards that create heightened intel,
increase relevance of partner engagement strategies
and help effectively allocate budget (e.g. dashboards
that slice data by variables like product set, partner
type or incentive type)
Look to features like leaderboards and graphical
mapping that identify emerging trends like top
partners, geographical hotspots, and/or training
and certification patterns

40. Integrate dashboards that create heightened intel,
increase relevance of partner engagement strategies
and help effectively allocate budget (e.g. dashboards
that slice data by variables like product set, partner
type or incentive type)
Look to features like leaderboards and graphical
mapping that identify emerging trends like top
partners, geographical hotspots, and/or training
and certification patterns
Infuse validation processes to ensure the integrity
of your program and visibility of potential issues

41. CREATE MEMORABLE
EXPERIENCES
4

42. Leverage large-scale events to showcase the
power of your brand while promoting direct
connection and educational opportunities

43. Leverage large-scale events to showcase the
power of your brand while promoting direct
connection and educational opportunities
Host smaller or local opportunities that create
valuable, one-on-one face-time and feedback
loops with partners

44. That’s it!

45. Feeling overwhelmed?
No need.
Smart small!

46. If you take anything away,
take this:

47. If you haven’t
made recent
changes—
make them.
If you aren’t
making data-driven
decisions—
start.
If you haven’t
begun
incorporating
partner events—
now’s the time.

48. If you haven’t
made recent
changes—
make them.
If you aren’t
making data-driven
decisions—
start.
If you haven’t
begun
incorporating
partner events—
now’s the time.

49. If you haven’t
made recent
changes—
make them.
If you aren’t
making data-driven
decisions—
start.
If you haven’t
begun
incorporating
partner events—
now’s the time.

50. Want to Learn More About
Channel Engagement
and Enablement?

51. Want to Learn More About
Channel Engagement
and Enablement?
Let's talk.

52. ITA Group provides innovative engagement solutions—events,
incentives and recognition programs—that maximize business
impact and value for organizations globally.
Learn more of our story at itagroup.com.