channel sales mindshare by partner profile
TRANSCRIPT
CHANNEL SALES MINDSHARE BY PARTNER
PROFILEBy
Qotient
CHANNEL SALES PAINS
• Not enough partners actively talking about your solutions
• Always being asked for new marketing content that never gets used
• Signing on new partners but they are taking months to ramp and start selling
• Have no telemetry of partner sales conversations in real time
• Continue to develop a partner portal no one logs into
CHANNEL PARTNER PROFILES
To capture the mindshare
of the sales person in
your partner base, you
need to understand their
focus.
Profile 1: Focused on net new account acquisition
Profile 2: Farms across a set patch of accounts. Relationships already in place
Profile 3: Technical led sales engagement. No formal sales resource.
Profile 4: Hybrid Model combining Inside Sales, AEs and SEs
QOTIENT CONVERSATION INTELLIGENCE
Qotient delivers talk – tracks to your
partners in a simple and agile
workspace optimized for just-in-
time enablement. Conscious of
your partner profiles, only publish
conversations they need for their
specific focus.
Vertical Market
Example: Hi-tech
Sales Stage 1
Cold Call
Sales Stage 2
Discovery
Sales Stage 3
Solutioning
Persona
Example: IT Manager
THE CHANNEL OUTCOMES
• Partners actively talks more about your solutions because they find the simple and
concise talk –tracks easy to consume
• Partners start to provide you with real-time telemetry about their conversations
• Your MDF, Demand Gen, MQL nurturing efforts have an ROI
• New partner ramp time is shortened