123%

Becoming

111%revenue increased, growing almost 5 percent in 2014 at more than $62 billion, according to The NPD Group’s Distributor and Reseller Tracking Services.

25 percent of partner programs do not differentiate the vendor from the competition.

Improving the channel manager’s recognition of a partner’s preferred behavioral and communication style improved partner productivity by 50 percent.

Channel partner productivity was 123 percent better when channel managers committed to planning a strategy for partner development.

When channel managers build and present a business case for partner investment,

financial target attainment was 45 percent higher.

When channel managers recognized partners’ influencing styles, end-customer retention increased by 111 percent.

65% of respondents reported it was important to always establish partner /

vendor responsibilities

• Evaluate where your organization stands by performing channel benchmarking: Define the key performance areas for channel excellence and framework for continuous improvement.

• Implement the right strategies, processes, funding, systems, infrastructure, HR policies, and partnering values at the organizational level.

• Ensure that each team understands their role in the execution of the channel strategy and takes ownership for improvements.

• Review team performance against clearly defined partnering values, rules of engagement, and targets.

• Empower people at the individual level by educating them on channel strategy, systems, and values—then provide them with the skills they need to execute.

Channel-Centric

U.S.business-to-business

25%

65%

45%

THE

PLATFORM

RESULTSREADYTM

Sources:NPD: U.S. B2B Channel Volumes Rise to More Than $62 Billion, Indicate Steady and Consistent Growth for Market.

https://www.npd.com/wps/portal/npd/us/news/press-releases/2015/npd-us-b2b-channel-volumes-rise-to-more-than-62-billion-indicate-steady-and-consistent-growth-for-market/2014 Channel Sales Competency Study Executive Summary. MHI Global. 2014

2015 MHI Sales Best Practices StudyJoe Galvin and Phillip Moon. Channel Sales: Partner Engagement. MHI Research Institute. Vol. 2, ed. 5.

https://www.mhiglobal.com/resultsreadyAdding an indirect channel to your business model can help you expand farther and faster than ever.

Learn more at mhiglobal.com/resultsready

Lessons to LearnWhen Working With Channel Sales

Lessons to LearnWhen Working With Channel Sales

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