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Channel Matters Blog > April 2014
by Rich Blakeman
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Territory managers who are responsible for making their numbers through direct sales and a partner channel are caught in something of a bind. On the one hand, they may see direct sales as the easier path to achieving quota. They know where the opportunities they manage are in the sales funnel and usually have a pretty good idea of how to bring them to a close.
by Rich Blakeman
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Not all partners view their vendor’s direct sales professionals with suspicion. Many top performers recognize the opportunity that territory managers represent. They know these high-powered salespeople can’t be everywhere, selling everything. They need partners to help them reach their numbers – whether they acknowledge it or not.
 
As a channel account manager, what do you do when your channel partner comes to you and asks for your help in forming a relationship with a territory manager?
by Rich Blakeman
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In my last post, How to Sell a Partner to the Territory Manager, I gave Channel Account Managers (CAMs) four tips for helping the territory manager (TM) see the benefits of collaborating with channel partners.
 
In this post, I want to touch more deeply on the topic of relationship mapping. CAMs, if your TMs aren’t already looking at their territory from this point of view, I encourage you to discuss this with them. In our consulting engagements, I’ve seen first-time relationship mapping create some real “ah-ha moments” for TMs.