What we do | Sales GoTo Market View | Channel Sales
Channel Sales
In a way, your channel strategy is an amalgam of skill, scale, and speed.
Our approach to empowering your channel ecosystem focuses on two distinct elements:
- Synergizing strategic partnerships to deliver more together
- Sales Foundations for channel success
Most organizations realize that their total addressable market can only be meaningfully penetrated through a network of partnerships.
Some customers typically have a partner segmentation model that includes strategic advisory partners, key system integrators, strategic custom solution providers as well as distributors and resellers as appropriate.
The best relationships start with clarity of intent and normally have relationship managers on both sides who have a joint business plan for the partnership. However, in most cases, these plans do not translate into meaningfully retiring joint market opportunity.
Organizations who believe that their partnerships have greater potential reach out to us to help them synergize their effort, to drive a higher order of results.
How do we engage?
Our engagements start with a discussion about your partner segmentation models and the business results your segmentation is driving for your channel partners. We have often discovered a mismatch between strategy and execution, and most fault lines exist in terms of channel engagement with Field Sales teams.
For the most important partnerships, we drive alignment across three distinct areas:
- Your Joint Vision
- Your joint strategies to achieve that vision
- Your joint execution to stay mutually accountable to results and milestones
As part of this alignment exercise, we have discovered that the bulk of partner enablement focuses on the “what” of selling and very little on the “how” to sell. We remedy this situation with a focus on sales foundations for success, which has received positive feedback from channel partners. These sales foundations cover the basic of account / territory planning, deal qualification, stakeholder mapping and engagement, negotiations and driving customer success together.
Some of the partner organizations have told us that this is the first time that anybody has invested in making them successful, outside of just providing them information and training around products and services.
In addition, our partnership with Alliancesphere opens the possibility for global engagement as well as access to a technology platform that can help track and measure partner effectiveness and impact.
Customer Results - Case Study
Synergizing Partnerships, Amplifying Joint Results
At one of the largest software companies, the realization dawned that the plans on paper were not translating into hard results on the field. While the intent to partner was high between the two partner organizations, there seemed to be something missing in their ability to gain results together. They roped in Tripura Multinational to address the blind spots in their relationship and results.
We designed an engagement that married the rational and emotional aspect of the partnership, while focusing on the behaviors that unify and those that divide. Getting both parties to speak openly about possibilities, aspirations and challenges helped them confront reality and come to a uniform view of the art of the possible within the relationship. Translating each of their respective learnings and actions helped build clarity, alignment and accountability to the partnership and its accelerated results.
Both parties, on account of this engagement understood each other at a deeper level with respect to each other’s constraints, vulnerabilities, and aspirations. Deepening their conversations on the gives and gets within the relationship and specific KPIs to track and measure their progress helped them raise the bar for the relationship. Action Plans to include appropriate stake holders in the execution plan and centering the execution around the customer also helped in cementing the relationship to deliver at a higher level.
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