14 Feb 2019

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

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.

The message is clear: both the forward-thinking vendors and the more creative resellers and consultancies value genuine partnerships. That starts with sharing information freely – but unless the relationship is a two-way street, the Channel can underperform and limit scale-up potential.

 

Following three simple steps can enable a valuable relationship between vendors and consultancies.

 

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The result? Respondents reporting a “highly successful” partnership programme delivered revenues considerably higher than moderate or less successful ones.

 

graph 3b

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