What resellers want
Some people think Steve Jobs was spot on when he said, “Customers don’t know what they want until you show it to them.” Others, however, believe that it would be foolish to disregard what their customers are saying. If you have been listening carefully, then you already know what they want. If not, then let’s turn up the volume on what channel partners are really thinking.
Resellers want a sales experience that makes it fast and easy to identify, specify, price and quote the vendor’s products – and they want to be able to do that wherever and whenever it best suits them. If the vendor isn’t able to make that process quickly and intuitively, channel partners will gravitate to a competitor that can.
That’s where a partner relationship management portal comes in. To distinguish itself from the crowd, vendors must be able to offer a portal that facilitates partner growth programs, motivates channel partners, and increases retention using built-in communication tools, channel incentives management, online training and certification, and even real-time tracking and progress reporting.
A truly successful partner portal is a value-driven product that presents vendors with a solution that can be tailored to their reseller’s particular requirements. Like our ChannelValue® software, which offers modular features and a scalable design to tailor a solution for each customer’s unique requirements.
However, to create and deliver value, vendors need to understand what their partner’s real challenges are and what it will take to solve them. Guessing and presuming doesn’t get anybody very far. Vendors won’t be able to convince people to represent their products or solutions if they neglect their needs.
And how do they do that? By asking the right questions…and listening very carefully.
Read our upcoming blog when we’ll let you in on the top 10 winning sales strategies.