Half of vendors expect to significantly modify their Channel roster to fulfil their growth ambitions. As well as openness and ease, we discovered vendors should be investing in better online platforms; feedback-oriented R&D; better marketing support for partners; continuous training; and accreditation programmes to help their Channel Partners differentiate themselves.

 

What are the do's and don'ts of effective channel sales and how should the relationship be monitored and maintained for consistent growth. 

 

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Innovation
blue prism

Powering Blue Prism’s mission to automate

27 February 2019

As Blue Prism began to successfully transition to a partner sales route to market, they demonstrated a detailed and strategic approach to the development of its Channel partner programme, ultimately powering impressive growth.

4 min read
TMT

Scaling up through the channel: Where to invest for channel success

14 February 2019

Technology businesses often thrive early on by solving specific problems in niche areas. Where do businesses need to invest in the programme for channel success?

2 min read
Innovation
technology

Scaling up through the channel: Nurturing the channel for scale-up sales

14 February 2019

One big difference between technology businesses that scale up their sales and those that don’t is TLC – tender loving Channel. Companies grow faster when they care about their partners.

2 min read

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