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November 22, 2005
Momentum is Everything
by Sridhar Ramanathan
We’re leading the charge for the channel strategy and tactics for one of our technology clients. They intend to sell 100% of their security appliance products via the channel within 18 months, up from only 10% today sold indirect. The key is signing up and ramping up new channel partners. I’ve found the best results have come from partnerships where the focus was on closing business even before the contract was officially signed.
Sales reps were passing leads and calling on prospects well ahead of the corporate level activities—contracting, marketing plans, forecasting, training, etc. Of course these are all essential too for the long run. But the first customer win provided ample proof that this relationship was a winner. So all the energy is now going into replicating success rather than just planning for success. The lesson here is to get the first win and build from there.
Posted November 22, 2005 | Permalink
Posted to Channel Management