How to Work With Channel Partners For Increased Sales

Reseller channel partners are constantly looking for ways to effectively engage IT vendors into forming a strong alliance. So, the question: how to work with channel partners to improve sales often comes to mind? In general, good partners build each other’s credibility by way of testimonials and referrals to their clients. This creates new prospective clients and speeds up the process of becoming actual clients if they trust the person or company recommending you.

Three Kinds of Channel Partners

These three kinds of clients provide you with the best ways to more sales:

1. You sell through your partner

Your IT vendor partner allows you to sell your product or service because it is not a direct competition to their own. So, they recommend your company whenever their clients look for that kind of product or service.

2. Your partner sells with you

Your vendor partner agrees to sell your product or service since it complements their own products or services. In the end, you both earn from each other’s referrals since your combined products offer better leverage to your clients.

3. Your partner sells for you

Your channel partner acts as your direct seller instead of being a partner. This may happen when the sales and marketing resources of your promoter have access to new markets different from your own but would benefit from your products or services. In addition, if their client provides a service that your services can improve when they get your services. Your channel partners in this classification often welcome cash or other forms of incentive. Their motivation: the more they sell for you, the better incentives.

Finding Your New Channel Partner

Similar to looking for your MSP subscribers, your IT vendors are also sought for. It follows then that you determine what you can offer to help your vendors and what you want them to offer to you in return. Once these are determined and if these prove profitable for you both, then you can now start reaching out to potential channel partners.

Some questions that you may ask are:

· What is your target market? (includes: industry, geography, company size)

· How will your offered product or services help their clients?

· Are their clients likely to subscribe or buy your product or services?

Discovering how well you and your channel partners complement each other’s products and services increases the chances of becoming actual partners. So, it is important that you give a convincing value proposition to them during your meeting. Promise only what you can deliver and you will earn more as your reputation becomes established.

If you are an IT vendor looking to partner with a reliable channel partner like the Forzadash community, book a meeting with us here for more details.

For added information on channel partners, our latest blog about the reseller channel partner is available.