PARTNER MARKETING 

What is the definition of Channel Partner Enablement? Sometimes also referred to as Channel Enablement, Sales Enablement, Partner Enablement or Channel Management, it is the process whereby you enable and empower your channel partners to sell your services or products. It is a way to increase sales and expand your business by creating partnerships and adding to your workforce. 

When your business wants to add channels of sales to drive revenue, you employ channel partners to fulfill those needs and then train those partners to sell or resell your service or product properly. Channel Partner Enablement is defined as the practice of providing the right content and the proper tools, including information about your products, buyers, businesses and territories, to your partner network in order to help them market and sell your services or products more effectively.

 

BENEFIT

An enablement program, when properly crafted and managed, can increase your market share and improve upon your bottom line. But research has shown that the design, execution and maintenance of enablement programs can be quite costly if they are not rolled out properly.  Without the right tools and training programs in place to increase sales effectiveness, enablement programs can easily get bogged down and minimise performance. We design and deliver programmes based upon need and maturity. Some businesses just get it while others need more attention, we find that out for you.

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STRATEGY

Strategic technology leaders have recognised how important it is to consider the small and mid-size market as well as the larger enterprise partners. They understand that this space is a strategic play for new revenue and a worthwhile investment. Achieving success across these partners can be very profitable but it can be complex; requiring defined strategy. The assumption is often made that recruiting more partners makes up for the 80/20 rule, however, this approach may be flawed and we choose our approach based upon the need - not one size fits all.

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EXECUTION

Developing and managing an enablement program that fosters close alignment via trust and loyalty cannot be done without considering channel partners at every level. If your goal is gaining new revenue from your small and mid-sized channel partners, activating your existing audience of dormant partners is the most efficient way to do so. Consider a new strategy to address this common issue –  specialise in Channel Partner Enablement for those small and mid-sized channel partners while maximising the efforts given to the larger partners.