The Ultimate Blueprint to

Channel Partner

EngagementD i s c o v e r 7 W a y s t o

b o o s t p a r t n e r e n g a g e m e n t

IS PRM YOUR ICY ROAD?

Causes for poor channel partner engagement

Multiple vendors Brand favoritism

Lack of brand understanding

7 KEY ELEMENTS FOR IMPROVED PARTNER RELATIONSHIPS

Measuring channel

performance

Helping channel partners see the path to success

Making it easy for channel

partners to sell

Bringing the tools and assets

to channel partners

Being easily available to your

channel partners

Impressive partner reward

programs

Understanding your

channel partner’s

psyche and tailoring your PRM program

for them

MEASURE! MEASURE! MEASURE

You can’t fix what you don’t measure.

How can you measure engagement levels of your channel partners?

• Have clear visibility into channel partner activities.• Invest in a tool offering you 360 degree view of your

channel partners.• Use tools that tell you exactly where and how your

channel partners spent their MDF allotted to them.

HELP YOUR CHANNEL PARTNERS SEE THE PATH TO SUCCESS BY

GUIDING THEM• Show your channel

partners the path to success by walking them through initial deals.

• Show them how it is done and make them believe in your product and your sales process.

• Boost their confidence.

WAYS TO MAKE IT EASY FOR YOUR CHANNEL PARTNERS SELL YOUR PRODUCTS AND

SERVICES• Create a strong partner training and onboarding process.

• Create channel playbooks to make them understand - What to say, When to say it and How to say it to a lead.

• Automated certification programs for the channel partners on the introduction of a new product or service line.

• Introduce them to Partner Portals which provides easy access to various elements.

• Channel partner engagement – Keep your channel partners engaged with regular interactions.

WAYS TO MAKE IT EASY FOR YOUR CHANNEL PARTNERS SELL YOUR PRODUCTS AND

SERVICES• Personalize assets for your channel partners so that they can use them for their local markets.

• Help your channel partners to nurture relationships with their prospects.

• Bring the tools and assets to channel partners rather than expecting them to reach out to you asking for them.

• Be available for your channel partners. Always.

MOTIVATE YOUR CHANNEL PARTNER BY HAVING A

PARTNER REWARD PROGRAM

• Unlike salespeople, your channel partners aren’t a part of company dinners, events, etc.

• Push your channel partners to aim higher by rewarding them while they sell.

UNDERSTAND YOUR CHANNEL PARTNER’S

MINDSET AND TAILOR YOUR PRM PROGRAM TO THAT

• Evolve your channel partner program to suit your partner base and the end market so it is a win-win situation for you and your channel partners.

• Protect their interests to help them generate better revenue and choose you over others.

2403 Sidney Street, Suite 150, Pittsburgh, PA 15203Phone: 412.381.0230, Fax: 412.774.1992

www.mindmatrix.net

LEARN HOW YOU CAN MANAGE YOUR CHANNEL PARTNER RELATIONSHIPS 

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