How do vendors and channel partners operate on the same page when their business plans have limited common objectives?

Despite vendor Channel Manager’s best efforts addressing Partner concerns and road blocks, Business Partner sales people often don’t deliver on their promised sales commitments.

Our 20 years experience of managing Partner sales teams and 10 years training them has proven sales coaching transforms BP focus from “customer request servicing” to pro-actively presenting their customer with “new vendor initiatives”.

Often the vendor view of the BP role is distorted. Business Partners have to prove themselves viable, by any means possible, to gain access to quote on the customer supply requirements.

Vendors on the other hand want to prove their product differentiation, allowing them to out position against other industry technologies.

Both sales strategies rarely intersect. Is it no wonder Channel commitments is so difficult?

Organised Solutions advises Channel Managers “how to connect these dots”. Partner value proposition need to be improved, not neutralised, by vendor program initiatives. Often this is not the case.

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What do vendors expect of channel partners?