WEBINARBringing Collaboration Back Into Your Channel Sales Ecosystem@goallbound#NeverSellAlone

Jen SpencerDirector of Sales & Marketingjspencer@allbound.com@jenspencer

Hey! It’s nice to meet you.

• Former Educator• Likes the Color Pink• Travelin’ Fool (# I SWA)💙

Hey! It’s nice to meet you.

Lucas GerlerStrategic Partner Sales Execlgerler@allbound.com@TheeLucas

• Struck by Lightning … Twice• Pets = Kids• Lifelong Student

Today’s Agenda• Knowing Your Channel Sales Reps• Delivery• Channel Advisory Boards• Partner Connection• Q&A

#NeverSellAlone

Many existing partnerships don’t work because suppliers and resellers aren’t finding ways to work together.  

Are you collaborating with your partners? 

#NeverSellAlone

#NeverSellAlone

Knowing Your Channel Sales

Reps

Poor culture fit can cost an organization between 50-60% of the person’s annual salary

#NeverSellAlone

#NeverSellAlone

How do you keep channel partners engaged, motivated and productive?

Ask “this or that” questions during a new rep’s profile setup. 

#NeverSellAlone

1.

#NeverSellAlone

Collect data throughout an individual rep’s usage to learn more about what matters to her.

2.

Set up quick polls and one-question surveys

#NeverSellAlone

3.

#NeverSellAlone

#NeverSellAlone

#NeverSellAlone

Delivery

#NeverSellAlone

Reaching satisfaction and advocacy can feel light years away. 

#NeverSellAlone

Partners are the personnel who make sure your product solutions are applied and implemented as ordered.

#NeverSellAlone

#NeverSellAlone

• Accuracy

• Fewer surprises

• Less friction

• Accelerated FTV

• Higher profits

Keeping buyers moving through your pipeline requires careful planning and collaboration. 

#NeverSellAlone

Diminish the chaos with a clear roadmap that includes consensus between marketing, sales and delivery.

#NeverSellAlone

#NeverSellAlone

Channel Advisory Boards

#NeverSellAlone

Your partners have access to unique insights into sales

CABs are focus groups for your channel marketing efforts

#NeverSellAlone

#NeverSellAlone

• Relevant executives are present

• Keep it manageable

• Rotate membership

• Meet regularly

• Keep meetings focused

#NeverSellAlone

#NeverSellAlone

Partner Connection

#NeverSellAlone

Why is connection so important to the human condition?

#NeverSellAlone

Why does connection influence relationships as we get older?

#NeverSellAlone

In business, any injury that results in disconnection results in broken trust. 

#NeverSellAlone

Effective partnerships require openness to connect. 

#NeverSellAlone

#NeverSellAlone

Partner collaboration is not easy. 

Partners aren’t just an income line on your sales report

#NeverSellAlone

#NeverSellAlone

When people are part of something, they are more invested.

Questions?Questions?

#NeverSellAlone

Register at: go.allbound.com/collaborate2016

For information about Allbound, visitwww.allbound.com or call us at 480.685.5474