Partner relationships are the bedrock of a successful channel sales model. However, sometimes partner relationship management can seem like an icy road where you skid at every step. Watch this presentation to discover ways to boost partner engagement.

1. The Ultimate
Blueprint to
Channel
Partner
Engagement
D 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

2. IS PRM YOUR ICY
ROAD?
Causes for poor channel partner engagement
Multiple vendors Brand favoritism Lack of brand
understanding

3. 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

4. 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.

5. 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.

6. 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.

7. 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.

8. 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.

9. 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.

10. 2403 Sidney Street, Suite 150, Pittsburgh, PA 15203
Phone: 412.381.0230, Fax: 412.774.1992
www.mindmatrix.net
LEARN HOW YOU CAN MANAGE YOUR
CHANNEL PARTNER RELATIONSHIPS
BETTER