Do you have a channel strategy in place? You may have channel partners as part of your Go To Market Strategy, but do you have a strategy that includes how you will support your partners’ success? 

I’ve worked with many companies who sell through the channel and complain that their channel partners aren’t selling enough. 

In order for channel sales to be successful, your team has to understand how the potential partners are going to make money with the product or service you want them to sell. It’s not up to the partners to figure it out, it’s up to you.

My guest today is Bruce Stuart, a partner at CHANNELCORP and a 30+ year veteran helping companies develop profitable channel strategies. 

In this episode, Bruce will take us through each step in the process of setting up a channel strategy. You will learn tactics on how to identify potential partners. He explains how to build a financial model that will attract the right partners, including understanding their investment and time to pay back. Another key takeaway is the program package. Think franchise, and you are on the right track to understanding the investment that you need to make in preparing the materials and process for a successful channel strategy.

About Our Guest

Bruce R. Stuart, CMC, founding partner of Channelcorp Management Consultants Inc. (Channelcorp) where he provides growth-focused executive education and channel consulting to senior executives in the IT industry. He has authored more published articles on the topics of channel partner profitability, channel development, channel management, and strategic partnerships and alliances then anyone in the industry.

 About Channelcorp

Channelcorp is the leading, and most experienced, independent IT channel consultancy in the world specializing in vendor and partner business model transformation. Channelcorp has completed Management Consulting and Executive Education assignments in 25 countries around the world. The firm’s clients include many of the top hardware/software/telecommunications companies selling into most of the product and service categories in the worldwide IT market.

 Show Links

Resource Link:
https://channelcorp-management-consultants-inc.myshopify.com/products/channels-handbook-third-edition?variant=35201383891095

Connect with Bruce Stuart in the links below:

Website: http://www.channelcorp.com/
LinkedIn: https://www.linkedin.com/in/bruce-r-stuart-22b911122/

You can learn more about and connect with Alice Heiman in the links below.

LinkedIn Profile: https://www.linkedin.com/in/aliceheiman/

Alice’s Website: https://aliceheiman.com/