4 Steps to Guide Your First 90 Days in Channel Sales Leadership


… the strengths and weaknesses of your program and your partner network. Areas you may want to look at include:

  • Evaluate existing partner relationships: are there any partners whose relationship with your business needs re-evaluating?
  • Are your CAMs supported with the right technology and training?
  • Is channel conflict a problem in your organization?
  • How good is the coverage of your partner network? Where are your opportunities for growing your coverage?
  • Are your existing partners capable of driving the sales necessary to hit your department’s targets, or is immediate expansion required?
  • What resources, incentives, training or strategies could increase the effectiveness of the partners who are representing your brand?

4. Select 3 to 5 Strategic Initiatives Where Demonstrable Progress Can Be Made

You should now have a good idea of where the problems and opportunities lie, and it’s time to do something about them. Using your understanding of your current partner network, average deal size and cycle time, it should be clear how much expansion is necessary to deliver the required deals to hit your targets.

Your task now is to create and implement the strategic initiatives which you believe can have the biggest positive impact on your channel sales strategy. Ideally, these initiatives will include quick wins that deliver immediate improvements and longer-term goals. The quick wins are important because they will increase confidence in your leadership and help you get CAMs and partners on board with your vision, which will help you implement your longer-term objectives.

As director of global channels at Flashpoint, Ayesha Prakash leverages her extensive experience driving business development and marketing efforts in the IT sector to build Flashpoint’s global channel program. Follow her on Twitter at @yoursocialnerd.

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