Do you rely on your sales reps to show love to your partners while also making their quotas? In my experience, while these two things go hand in hand, it’s a balancing act that few people get right.
Many ISVs operate with the Partner Sales Rep model because they are hesitant to commit to a full-time channel resource. Enter DAB Partners.
Managing a channel goes far beyond working the leads they bring you and providing them with bulk, generic marketing content that they have to figure out how to deploy.
With so many ISV products out there, it’s tough to stay top of mind. You’re not just competing with your competitors, you’re competing with all other ISVs for valuable mind-share and marketing space.
“To-Partner” marketing is a must for anyone who wants to capture the attention of the partners and get them selling for you.
Understanding how they operate and customizing “through-partner” marketing efforts to meet the way they do business will make it easy for them to promote your products.
I’ve spent the last six years in dedicated channel roles, conceiving and implementing to-and through-partner campaigns, implementing procedures for managing channels, and building mutually beneficial relationships with ERP resellers. I’ve learned what works and what doesn’t, and I’ve built a large network in the mid-market ERP space that I can bring to your organization.
Whether it’s building a channel from the ground up or getting better results from your existing channel, let’s give it a try. If you’ve been thinking of bringing on a dedicated channel resource but were afraid it might not bring the ROI you want, let’s test it out on a part-time, outsourced basis. If it works out, you’ll want to do more, and if doesn’t, we’ll still be friends!