Even companies that start out with an exclusively direct sales model usually come to recognise that if they are to maximise their market reach and sales potential they need to develop effective channel partnerships. Others establish a partnership model from the very start.
Establishing effective partnerships - or significantly expanding existing channel programmes - both represent significant inflexion-points in the lives of ambitious high-potential B2B focused organisations, particularly where complex value propositions with lengthy sales cycles are involved.
It’s all too easy to make poor partner recruitment decisions, to establish inappropriate commercial terms, or to fail to enable otherwise highly promising newly recruited channel partners to realise their potential. As a result, many organisations find themselves in a repeated recruitment > mutual disappointment > termination > start again loop.
Far too many promising relationships fail to achieve their potential because of a failure to systematically equip the partner’s marketing and sales teams to identify, qualify, and successfully sell to the right sort of prospects. And if you haven’t identified (and documented) the key success factors behind your sales process, how can you realistically expect a partner to do better?
We work with clients to help them identify the key characteristics that distinguish high-potential business partners, to implement programmes that target, recruit and induct the right sort of partner organisations and to establish systematic sales and marketing knowledge transfer initiatives.
Take the Next Step
We would be pleased to share what we’ve learned about helping high-growth-potential organisations to establish productive partnerships. Please email us at partnering@inflexion-point.com, or call us on +44 (0) 118 975 0595. We look forward to discovering whether we might be able to help your organisation to navigate this critical inflexion-point.