DiscoverPartner Relationship Management (PRM): The Ultimate Channel Sales Podcast10 - How to Create and Best Leverage Strategic Channel Partnerships
10 - How to Create and Best Leverage Strategic Channel Partnerships

10 - How to Create and Best Leverage Strategic Channel Partnerships

Update: 2022-06-14
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It’s important to find partners that are right for you, but just as important, if not more, is knowing how to make the most of those partnerships. 

One way that can almost guarantee a deep understanding of how to navigate your partnerships and best leverage them is the practice of partner segmentation. That is, segmenting partners within the different markets they service. 

 Manuel Rivera shares insights on: 

  • how to identify different partner segments, 
  • what you can do to build partners’ strengths, 
  • minimize their weaknesses, 
  • how to support them, 
  • and help them grow to reach your overall goal. 

Our guest today, Manuel Rivera, has been in the channel for over 20 years. He boasts a pretty extensive background in: taking over existing channel programs, understanding the current makeup of the channel partners that are part of those programs, and trying to align those partners with the goals of the organization. Today, he develops and manages the channel sales program of Constella Intelligence as the Vice President Global Channel Sales. 

Listen for all of Manuel’s advice on creating and leveraging strategic channel partnerships. 

Read the blog: https://www.magentrix.com/articles/blog/How-to-Create-and-Best-Leverage-16-6-2022

(0:00 ) Introduction 
(2:07 ) Manuel Rivera’s background in channel sales 
(4:11 ) Benefits of a well-thought out channel partner strategy 
(7:15 ) Start by selecting the right partners 
(13:55 ) Leverage partnerships & know where to invest time 
(37:24 ) Understanding market trends is key for positive growth  
(40:15 ) Conclusion 

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10 - How to Create and Best Leverage Strategic Channel Partnerships

10 - How to Create and Best Leverage Strategic Channel Partnerships

Magentrix