Channel Builder | Relationship Cultivator | Revenue Grower | High Performer | Focused on Positive Business Outcomes for Clients/Partners
Ravi is spot on. Successful and impactful Partnerships aren’t built in a day just like Rome. Most of us know and understand that there’s a lot of pressure on sales reps to deliver and drive revenue. The channel can be a force mulptier if you spend time, energy, and effort developing relationships/partnerships. I’ve worked and do work with amazing people and sales professionals that have a wonderful reputation in the channel (yes, I’m aware that I’m lucky). It’s not rocket science but every now and again I have to remind people that partnerships are a two way street. In a world where partners are bombarded by hundreds if not thousands of vendors wanting their time, my advice to vendor reps is to bring value to the partners and don’t come with your hands out. We are all in the business to help clients solve their pressing challenges that result to positive business outcomes and we do it better and faster through positive business relationships/partnerships.
Things I often hear.... "Partners aren’t doing anything, they suck..." Thing's that happen next....Take customers direct, stop investing in co-marketing and enablement, pull back deal support from partners. Two years later... less pipeline, lower close rate, less profit, higher churn and less innovation. Also. Things I rarely hear...."We're not working well with Partners, why do we suck?" Listen to your partner community, improve programs, operations, enablement, systems and support... Two years later... more pipeline, higher close rate, more profit, negative churn, and more innovation. Look inwards before looking outwards when facing growth challenges with partners. It's all in the mindset we have, and the choices we make. People often think short term, Partners are a long game... act accordingly. See you in two years.
Leader, Alliance & GTM Partnerships
4moAbsolutely right Farzan Sharifzada 👏🏽