What’s in it for me? And What are you going to do to help me? These are just two of the key questions any potential channel partner will be asking, presupposing that you can get an invitation to meet in the first place. How quickly can the new partner generate profitable revenues, and who will assist them to price, win and implement their initial sales? Next steps are to really build a significant revenue stream together and manage the support issues and obvious cash management challenges, notwithstanding the “hygiene” factors of ongoing training and relationship- building ongoing trust and goodwill. It is a worthwhile journey if you are committed to this path. One word of caution- don’t do this if investing is something you are trying to avoid – you can’t build success by “allowing” partners just to have access to your offering. You may make a few opportunistic sales, but you won’t build a business.
Building a channel – a simplistic view
Published by Graham Bunting
I have been around a while and seen some stuff for sure. I have experienced some good bad, indifferent and some downright fabulous. I am still hugely motivated to get up every day and be curious. I love tech and business and most of all dogs oh and people ;-) Having been in sales most of my working life I have a real interest in the art and science and am a committed lifelong learner - constantly frustrating my kids with my stock phrase "every day is a school day" Personally, I’m a husband to one, and father to five amazing children (three of them are no longer children, but independent adults) and my golden lab – Archie, who is always pleased to see me. I was blessed with becoming a Granddad in February 2021 (a very proud and somewhat besotted one) and another grandson arrived in October 2022 to keep their parents busy and for me to spoil. I am also a mad keen lover of the oval ball game and a lifelong supporter of Leicester Tigers. As an Englishman, that's therefore England at a national level and the British and Irish Lions. If I can be of service in any way including any area of developing a channel sales and support business or ecosystem partnerships, and or sales coaching or development, you can find me at the link below, and contact me via the form also. One of my favourite "quotes" is Life's journey is not to arrive at the grave safely in a well-preserved body. But rather to skid in sideways, totally worn out, with a beer in one hand, shouting "Whoo, what a ride!!" Views here are 100% my own. https://grahambunting.com/findme/ View all posts by Graham Bunting
Graham Bunting -The Catalyst 