DiscoverPartner Relationship Management (PRM): The Ultimate Channel Sales Podcast03 - 3 Little-Known Ways to Engage Your Channel Partners
03 - 3 Little-Known Ways to Engage Your Channel Partners

03 - 3 Little-Known Ways to Engage Your Channel Partners

Update: 2021-10-25
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Description

Our guest, Tan Tran has been in the channel space for nearly a decade now and throughout this time, he has left an imprint on many partners’ channel sales efforts. Today, he is a Channel Development Manager at SAP Concur. 

Topic summary: 

Your channel partners’ devotion to engaging with your brand depends on your approach to your partners: 

  • Do you provide them with personalized experience and do you go above and beyond to provide them with everything they need? 
  • What do you do to set yourself apart from the other vendors they work with?  
  • What do you do to keep yourself top-of-mind for your channel partners? 

And lastly, how far along in the future do you plan for when it comes to managing your channel partnerships? The relationship management of channel partners has evolved and future channel programs may not be the same as they are today. 

All this makes it crucial to know how to best engage your channel partners so that you can create a bond they won’t soon forget and ultimately, get the most out of your partnerships. 

Tan shares 3 little-known ways to engage channel partners: 

  1. Define the opportunity with channel partners 
  2. Commit to a cadence with them 
  3. Ensure visibility and transparency 
  4. (Bonus) partner relationship management (PRM) systems 

Listen to the full episode for all of Tan’s tips on channel partner engagement.

Read the blog: https://www.magentrix.com/articles/blog/3-Little-Known-Ways-to-Engage-Your-12-7-2021

(0:00 ) Introduction 
(2:13 ) Tan Tran’s background in channel sales 
(4:49 ) Have a solid partner engagement strategy 
(6:57 ) Little-Known Way 1: Define the opportunity with channel partners 
(8:29 ) Little-Known Way 2: Commit to a cadence with channel partners 
(12:13 ) Little-Known Way 3: Ensure visibility and transparency for channel partners 
(14:14 ) Helping partners uncover new streams of revenue 
(20:58 ) (Bonus) Little-Known Way 4: Partner relationship management (PRM) systems 
(23:00 ) What happens if you don’t engage partners? 
(26:46 ) Follow these best practices for a faster ROI 
(28:39 ) Conclusion 

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03 - 3 Little-Known Ways to Engage Your Channel Partners

03 - 3 Little-Known Ways to Engage Your Channel Partners

Magentrix