Viola-group podcast Channel Sales 101

Channel Sales 101

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It’s never too early to start utilizing channel sales, you can start as early as you’ve hired your first sales person.
The right business partner can provide crucial feedback on your product from day one which could potentially save your company time and money.
A business partner is much more picky than a run-of-the-mill client, because their reputation depends on the companies they choose to promote. If the right partner is interested in working with you, you’ll benefit from their credibility from day one.
Business partner motivations can vary: they can be commercial or business motivations, or derive from them being a domain expert.

If you’ve chosen to work through a channel, it’s critical to manage its implementation – just like you would for a client: goal setting, account planning, co-management of leads, and so on. The more efficient the management and guidance, the bigger chances of selling through this business partner.
How can you spot an ideal channel? Upon closing or even during the POC, don’t hesitate to ask the client directly who was the business partner they worked with and if he’s willing to do an intro.
At Pyramid, there’s a sales organization that is solely dedicated to managing the business partners, guiding them and seeking new ones. It holds 50% of the sales org.

Channel Sales 101

Is Now the Right Time?

Building a Channel Strategy

Spotting the Optimal Business Partner

After sealing the deal

Effectively Managing Business Partner

Types of channels:

PWC Use Case