Скачать или смотреть Channel Engagement Essentials: Walk in the Shoes of Your Distribution Partners

Organizations that sell through distribution partners can achieve higher revenues, higher sales per distributor and greater market share, greater willingness to recommend through a strategic, systematic and holistic approach to engaging channel partners.

Many companies that sell through distribution partners can increase sales and profitability by applying a more strategic, holistic approach, according to this who featuring experienced B2B distribution experts Paul Donehue, President, Paul Charles & Associates, a sales and communications advisory firm; Steve Pulchalsky, head of sales and marketing for The Gapp Group; Lincoln Smith, Chief Strategy Officer, HMI Performance Incentives, a full-service performance improvement company. This Enterprise Engagement Alliance Youtube web training program provides an overview of what’s necessary for success in channel engagement programs.

Key findings include:
• Success starts with the basics: your product or service quality and brand equity; the quality of your people, and the support provided to help distribution partners profit by focusing on your company’s business.
• Implement a strategic approach with a formal written plan and clear metrics that starts by understanding not only the distribution channel owners but the salespeople—what are their emotional drivers and what tools do they need to work more successfully on behalf.
• Measure performance based on key KPIs, such as: revenues, profits, costs per distributor; number/percentage of salespeople engaged in training, rewards, communications; participation in co-op marketing programs, etc.
• Align your activities—make sure that what you do to inspire, communication, inform, equip, and reward are aligned to promote the right behaviors and achieve the key goals.
• Use technology to streamline all the engagement touchpoints, track behaviors, and correlate with outcomes, such as sales, profits, training scores, emotional engagement, etc.
• Use data to drive decisions and segment as much as possible to address local or other more personalized needs.
• Engage your employees—distribution partners say they will pay more for reliable service and communication.

To Contact the Speakers

Paul Donehue
President, Paul Charles & Associates
[email protected]

Steve Pulchalsky
Head of Sales and Marketing, The Gapp Group
[email protected]

Lincoln Smith
Chief Strategy Officer, HMI Performance Incentives,
[email protected]