8 Tips for Planning 2019 Channel Success
Articulating goals and designing programs strategically can go a long way toward successful partner engagement.
By Larry Walsh
The dog days of summer are officially over, and that means it’s time for you, the vendor, to start thinking about channel and route-to-market strategies for the coming year. Growth is always the imperative, but achieving that growth through various routes to market requires assessments, analysis, and planning.
A mistake many channel leaders make is feeling as though they must create programs to engage with the broadest number of partners possible to generate the highest revenue lift. Also, they mistakenly think that throwing more product, incentives, and marketing at partners will create the momentum they need to book revenue.
In reality, growth is a matter of making choices. As a channel leader, you must decide where to focus, make investments, and decide what you and your organization won’t do.
Around this time every year, vendors will ask The 2112 Group for advice on how they should think about channel strategy. The following are eight tips for effectively engaging channel partners and indirect routes to market more effectively in 2019.
Strategic planning is never easy, especially when it comes to translating that planning to partners. But through engagements with dozens of vendor organizations over the years, 2112 has determined that the tips above provide a solid pathway for turning vision into outcomes and success. The 2112 Group can help you craft your vision, strategy, and execution plan. Ask us about our methods for defining better routes to market and partner engagement; e-mail us today at firstname.lastname@example.org.