Expert Tips on Building a Successful Partner Channel
If you have enough money: sell directly. If you have enough time: build a channel.
Is a channel of resellers a quick shortcut to the market?
No!
Why should companies then use resellers to serve their customers?
These two questions get thoroughly discussed in this podcast.
I am the guest of Paul Bird from Magentrix in an episode on Partner Relationship Management: The Ultimate Channel Sales Podcast.
Managing and building a channel are two different things
The perception of the indirect channel as a shortcut and an easy way to reach and serve customers comes from watching established vendors such as Microsoft. They have an established and experienced value-added channel of business partners that serve customers across all industries and in most countries on the globe. Such channels have hundreds of thousands of people that enhance, promote, sell, implement and support software from these leading vendors.
Imagine the complexity of having all these people on your payroll if you served the market directly.
If it’s such a great idea, then why doesn’t Apple use it?
The answer is: Because it depends.
By listening to the podcast, watching the video or reading the transcript you will learn on what it depends.
Watch the video
Listen to the podcast
Transcript
Click here to download and read the transcript.
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Founder/Managing Director at GlobalCircles
2yHans Peter, this is brilliant, not only for content (obviously!) but for delivery as well. All the best, Frank