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In recent years, the world of sales has shifted from a mostly direct sales model to a more alliance-based, indirect sales model. Working with alliance partners is quite different from working with direct sales teams, forging an alliancepartnership is a great opportunity to increase revenue and market proposition.
Sales reps can then co-sell together driving more revenue for both companies. Channel managers can use it to find out which rep they need to contact to start working on a sales call. To learn more about sales, alliancepartnerships, and channel sales, follow us on LinkedIn.
The landscape of channelpartnerships within the tech industry has undergone a considerable transformation. In times past, channel partner relationships were relatively straightforward and linear, but as technology and buying behaviours evolve, so too must the approach towards effective channelpartnerships.
Table of contents: Recruiting the wrong channel partners. Tip #1: Have a well-defined channel strategy. Tip #3: Keep a scorecard for channel partners. Evolving your channel strategy as you grow. Have the resources and mindset to support large channel partners. Don’t rush into new partnerships.
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