If you plan to build your business around a channel sales model, here are a few things to keep in mind
Posted: Thu Feb 06, 2025 6:42 am
You should realize that you need to figure out the sales model yourself before you are ready to start teaching channel partners how to replicate that model. In other words, you need to make your first sales directly using your own direct sales efforts possibly with channel partners. This will help you understand if your productmarket fit is there, who you need to involve in the sales process, if the message is resonating, etc.
Channel sales usually take a long time to get off the australia mobile database ground. The reason is that dealerssaas-business-modelTheir priorities are different than yours. You have a strong entrepreneurial urgency, are focused solely on your product, and are willing to work long hours. They are usually focused on other products and deals that pay the bills, and it usually takes a lot of work to convince them that the time they will invest in your product will pay off.
Distributors are often lazy and don't want to do the work of creating demand for new products. They often prefer to sell products where the demand already exists. This means that you should still expect to create demand through your own marketing efforts. Ideally, you should be able to provide them with leads, or better yet, early, close-to-close deals.
Resellers need education on how to sell, handle objections, differentiate your product from the competition, etc. This requires work from your channel sales team. But they need support from channel marketing staff, whose job it is to create appropriate training materials, programs, testing, etc.
Channel sales usually take a long time to get off the australia mobile database ground. The reason is that dealerssaas-business-modelTheir priorities are different than yours. You have a strong entrepreneurial urgency, are focused solely on your product, and are willing to work long hours. They are usually focused on other products and deals that pay the bills, and it usually takes a lot of work to convince them that the time they will invest in your product will pay off.
Distributors are often lazy and don't want to do the work of creating demand for new products. They often prefer to sell products where the demand already exists. This means that you should still expect to create demand through your own marketing efforts. Ideally, you should be able to provide them with leads, or better yet, early, close-to-close deals.
Resellers need education on how to sell, handle objections, differentiate your product from the competition, etc. This requires work from your channel sales team. But they need support from channel marketing staff, whose job it is to create appropriate training materials, programs, testing, etc.