competing in technology channels of distribution

How to compete effectively in the Technology Channel

The number of channel partners has shrunk by 60% since 2008 while the number of tech vendors is growing resulting in fierce competition for the right channel partners

The average channel partner has eight employees, and 97 percent of them have fewer than 50 (SMB)

The channel is getting much younger – 40% will retire

Influencers and connectors are becoming more important

Digital transformation trends will continue to grow, altering vendor/channel partner relationships. Think cloud, security and IoT

Partner relationships must change from a selling relationship to a business partner relationship

Partner programs must evolve to effectively enable and reward born in the cloud partners and partners going through a transition of their business models

Partner UX must improve Partner engagement will be a key

metric The pressure is on to improve

global channel operations efficiencies and CROI

Channel2GO is a virtual channel practice comprised of seasoned channel executives focused on helping emerging and fast growth companies succeed in the channel.

What makes us different?◦ The right combination of strategic channel insight and many

years of hands on management experience in technology and telecom channels of distribution

◦ Our ChannelMgmt2GO™ program puts experienced channel executives at your disposal as long as you need them to ensure channel success

Rapid deployment of channel strategies: ◦ Hands on professional channel management,

execution, and coaching◦ Fast, efficient, economical◦ One stop channel practice

Experienced in all aspects of channel sales, channel marketing, channel account management, and analytics

Channel Challenges Services Provided

What are my routes to market?

How many and what type of partners do I need?

How do I get them on board and productive?

What do I need to train and support them?

How do I manage my channel efficiently?

Who is going to make it happen?

Channels2GO™◦ Routes to market plan◦ Coverage & capacity plan

ChannelPartners2GO™◦ Partner profiling◦ Recruitment◦ Onboarding

ChannelPrograms2GO™◦ Partner enablement, comms.,

infrastructure, and performance management

ChannelMgmt2GO™◦ Channel management for hire

Challenge Solution

Channel partners work with 6-7 primary vendors and partner programs on average and many more second tier vendors

How do you gain mindshare and build loyalty with those partners that have strong potential?

The Channel2GO team has assessed, developed, and implemented best practice partner enablement programs with tech industry leaders and start-ups

We take a holistic approach and consider the aggregate impact of programs that motivate partner behavior

We work with you to understand what motivates your channel partners

We design the right combination of programs, tools, and incentives to maximize revenues and CROI

Challenge Solution

How do you measure partner and program performance?

You need to establish best practices and metrics to track performance against your revenue and market share goals

Benchmark channel performance against the competition

At Channel2GO, we are firm believers in channel analytics. We help our clients establish and measure company wide channel metrics from the outset.

William Gilsing Chad Hoke Natalie Silvesti

Rob Ford Tom Gorey

Contact:William Gilsingwilliam.gilsing@channel2go.net425 442-1776www.channel2go.net

Thank you!