As you may have seen on our home page, a $2B client of ours drives 70% of their revenue through their channel. The average deal size is $20k. Huge volume. Amazingly, they only have 100 SCs. Without the channel, this company might need four times that many SCs.

The secret sauce is this: Make your partner SEs as smart as your own SCs. Your SCs can be responsible for technically recruiting and enabling partners. They also get involved in critical, large partner deals as requested, but the beauty is there aren’t many of those kinds of deals.

Your SCs are responsible not only for teaching partners all about your solutions, but also competitive intelligence, positioning, value messaging, best sales practices — anything to do with the pre-sales role.

As you might imagine, the results of cloning partner SEs to be like your SCs are compelling. The effect is to offload SC workload, reduce cost of sales, and grow revenue. For every SC, it would not be unreasonable to have 10 or 20 partner SE clones. It scales, it’s repeatable, and it works incredibly well.

Bottom Line: There is enormous value in empowering your SCs to technically recruit and enable partner SEs to be as smart as they are.