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| Oct 04, 2005 10:54 pm |
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re: re: Channel Compensation Plans |
| Mike Fine
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Hello, Christine!
Dan made some great points. Like Dan, I also am not experienced in the print media industry; however, I thought I would share some of my thoughts with you regarding channel strategy.
My first thought when I read your post was, "Why does she want to move from a direct model to a channel model?" There are obviously good reasons for doing so, I just hesitate to give advice without understanding your motivations and objectives.
That being said, some key points that I would like to share are the following:
1) Channels partners typically expect support - both pre and post sales. Be ready to explain how you plan to support your channel partners.
2) Channel partners love to get leads - so having a good lead generation program will be another big advantage into gaining traction with channel partners.
3) Do not underestimate the importance of training. The better your channel partners understand your product and understand how to position and sell it, the more they will sell, period.
4) Understand every detail about the profile of your ideal channel partner and be selective. Choosing the right channel partners can make all the difference in the world. Quality can be much more important than quantity, especially if you don't have the resources to support non-productive, ineffective channel partners (which can get very costly).
Great topic and great question. I hope some of these thoughts were helpful.
Regards,
Mike Private Reply to Mike Fine (new win) |
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