Developing a profitable Sales Channel is an integral part of corporate success for companies in this industry sector. Having business partners is no longer regarded as an unnecessary (and costly) business indulgence, but more of an essential component to a company's overall go-to-market strategy.

Does your sales channel suffer from any of the following?

Consistently fails to reach channel revenue targets
Conflict between your direct and channel sales
Partner management that is like grabbing an armful of eels
Partners who are constantly looking for leads but rarely reciprocate
Insufficient coverage in important regions or market sectors
Lack of penetration with the global system integrators
Partners fail to buy-in to the strategic channel plan
Partners that demand too much and deliver too little

How do you determine if a partner should be involved in an opportunity? How do you protect your margins so you can pay your direct sales team appropriately?

If you would like to read about how the Boss Connect™ - Channel Development Service - can help your organisation maximise its channel sales, read on.

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