Solutions

Did You Know?

There are some software solutions companies driving up to 70% of their revenue through partners, and there are some hardware solutions companies driving up to 40% of their revenue through partners.

 

Leverage Partner SEs

Help Partners Reduce Their Cost of Sales and Drive Your Revenue

Working with partners presents two quandaries: Who should we partner with? And how can we enable them to be more productive?

Few programs help Channels SEs in this endeavor. A Channels SE Skills Improvement Program outline suggested below empowers Channels SEs to "project manage" technical recruitment and enablement of partners.

During Technical Recruitment, ChSEs reduce their cost of sales by:

  • Identifying and prioritizing partners best enabled to provide the best solutions with the least effort by the ChSE.
  • Identifying coverage excesses and gaps in partner solution capability, industry, etc.
  • Performing structured technical qualification
  • Adapting to the partner’s decision tendencies
  • Prioritizing partner stakeholder’s to persuade
  • Explaining how their solutions will provide compelling quantified value and business growth for the partner
  • Implementing a least cost Channel Enablement Plan (CEP) with channels best practices, sales intelligence, and technical know-how

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A Channels SE-specific Solution Sales Process can use engineering techniques to achieve efficient, repeatable, scalable, forecastable Channel Solution Closures.  This process should align with any sales methodology.

A Channels SE Skills Improvement Program Outline

Training alone will not be enough to instill long term skills improvement. A well designed program should gain executive support and reinforce best practices to ensure new skills become operational and measurable benefit is achieved:

Evaluate: An on-line SE Improvement Assessment Service measures the Channels SE team's current Solution Sales Process acumen.

Endorse: Gain the support of Channels Sales and Channels SE Management.  A one-day Management Workshop can identify your specific Channels SE improvement program Training, Productivity Tools, and Improvement Services objectives and metrics.

Educate: Teach the Solution Sales Process and its engineering principles. Use facilitators who are ex-SE Managers, not sales trainers.

Embed: Reinforce best practices. Operationalize field behaviors, procedures, policies, and SE Productivity Tools.

Enumerate: Behaviors become internalized, the process is routine, and impact is measured.
See measured Case Studies.