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Your Channel Program is a Train Wreck (waiting to happen)<br />Daniel Stevenson http://www.linkedin.com/in/danielstevenson...
Unless you avoid these common mistakes<br />(don’t worry – everyone makes them)<br />Nestor_romero1@hotmail.com<br />
Mistake #1:  Your Solution is Too Early. <br />The channel won’t create PULL<br />You need RAVING fans first!<br />http://...
A Good Channel Program Demands<br />Timing and Balance<br />No PULL = No Channel!<br />Too early and there is no end-user ...
Mistake#2:  The Channel Can’t See You (and you can’t see them)  Market Demand ≠ Channel Demand<br />http://creativecommons...
Communicate That You Are  “Channel-Centric”<br />Treat the channel like any target market <br />Segment.  Communicate valu...
Mistake #3:  You Aren’t Channel-Friendly<br />Don’t let your direct sales team get the last bite in<br />Instead, create a...
Pull Together and Everyone Wins<br />Avoid these mistakes and integrate the channel into your everyday business to create ...
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Why Channel Programs Fail

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A quick presentation outlining the key mistakes that vendors make when recruiting and managing channel partners (and how to avoid them).

Published in: Business
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Why Channel Programs Fail

  1. 1. Your Channel Program is a Train Wreck (waiting to happen)<br />Daniel Stevenson http://www.linkedin.com/in/danielstevenson<br />http://creativecommons.org/licenses/by/2.5/<br />
  2. 2. Unless you avoid these common mistakes<br />(don’t worry – everyone makes them)<br />Nestor_romero1@hotmail.com<br />
  3. 3. Mistake #1: Your Solution is Too Early. <br />The channel won’t create PULL<br />You need RAVING fans first!<br />http://creativecommons.org/licenses/by/2.5/<br />
  4. 4. A Good Channel Program Demands<br />Timing and Balance<br />No PULL = No Channel!<br />Too early and there is no end-user demand; <br />Too late and vendor preference has occurred<br />http://creativecommons.org/licenses/by/2.5/<br />
  5. 5. Mistake#2: The Channel Can’t See You (and you can’t see them) Market Demand ≠ Channel Demand<br />http://creativecommons.org/licenses/by/2.5/<br />
  6. 6. Communicate That You Are “Channel-Centric”<br />Treat the channel like any target market <br />Segment. Communicate value. Find early adopters. <br />Turn them into fans. Repeat.<br />And then create visibility into your channel <br />You can see and touch your direct sales team. <br />Get equally engaged with your channel. Communicate and measure.<br />http://creativecommons.org/licenses/by/2.5/<br />
  7. 7. Mistake #3: You Aren’t Channel-Friendly<br />Don’t let your direct sales team get the last bite in<br />Instead, create an environment of teamwork, <br />mutual respect and accountability<br />http://creativecommons.org/licenses/by/2.5/<br />
  8. 8. Pull Together and Everyone Wins<br />Avoid these mistakes and integrate the channel into your everyday business to create win-win situations<br />Daniel Stevenson <br />stevensondaniel@gmail.com<br />http://www.linkedin.com/in/danielstevenson<br />http://creativecommons.org/licenses/by/2.5/<br />

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