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Trade Relation. Channel Partners Overview An effective reseller program should help
you and the dealer build the overall sales category while building sales. ...
... This trade relation has been a international debate over 100 years .With most economist
and historians believing that long distance trade was destructive to ...
TRADE & POVERTY relation. What is ... double! Trade relation among neighbors
can solve many problems even if any dispute exists. Both ...
... or internationalization. Internationalization is the importance of international
trade, relation and treaties, etc. Even in international ...
... Canada and the United States Canada and the United States benefit from a close and
extensive trade relation that amounts to about $1billion a day. ...
Submitted by rizwanul on April 15, 2008
Category: English
Words: 3328 | Pages: 14
Views: 69
Popularity Rank: 105,360
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Channel Partners
Overview
An effective reseller program should help you and the dealer build the overall sales category while building sales.
Many organizations sell through some form of “channel partner,” such as a distributor, dealer, or independent sales or service agent. Some dealer or distribution organizations may use independent agents or representatives as well. For our purposes, we’ll refer to all such organizations collectively as “channel partners” or “resellers.”
The key to targeting channel partners and the people they employ is to remember: These people work for their own organizations or for an organization other than yours – they are not employees of your company. Further, they likely represent other companies with which your organization competes and which have their own marketing and management strategies to get them engaged and maximize their performance.
Bottom line: A channel partner and its people will generally be driven to do what is best first for their own organization, and not necessarily what your organization wants them to do.
What generally is most important to a channel partners is to make money, so incentive programs that target channel partners should help that company do so in a way that is convenient for the channel partner and which recognizes its desire to satisfy its own customers and bottom line.
Resellers are on the front lines of selling your company’s products and services, but they are doing so only to the degree that it is profitable or otherwise beneficial for them to do so. Therefore, the first steps in developing an incentive program targeting resellers involve:
• Identifying channel-wide trends—what companies in your business do the best job engaging resellers, and what is it they are doing?
• Understanding individual partner requirements—what’s in it for the reseller to sell your product or service or participate in your...
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