"Why should we partner with your company?"
If you and your team can’t provide a potential or existing channel partner with a good answer to this question, it’s time to work on your partner business proposition. With more and more suppliers competing for channel partner mindshare, this is arguably one of the most important components of a new partner recruitment toolkit. However, many suppliers either bury their value proposition in generic buzzwords (e.g. increased sales, quality support, ease of doing business with) or don’t figure it out at all! A partner business proposition should include the following components:
Stephanie Sissler is a Senior Research Director of Channel Sales Strategies at SiriusDecisions. Stephanie is a results-oriented professional with more than 25 years of experience working for and with resellers, solution providers, two-tier distributors and manufacturers of high-tech products and services. She has expertise in all aspects of channel strategy, development and management, including building go-to-market strategies, partner program design, partner and channel account manager enablement, and designing and executing sales growth tactics. Follow Stephanie on Twitter @SiriusSissler.