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Channel Partner Sales
Note: If you are an IBM Employee or IBM Partner, please visit our IBM-specific landing page.
With the increased focus on the Small and Medium sized Business (SMB) and Mid-Market segments, the partner channel to market is becoming increasingly important to technology Vendors. While it is relatively easy to generate quantities of leads for Partners, lead quality and measuring Return on Investment from co-marketing is far more challenging.
TSL works with a number of the major technology Vendors to help them solve these complex issues. These companies partner with TSL to:
- Provide Partners with better-qualified leads.
- Generate leads for more complex solutions (e.g. taking an Industry Solutions focus rather than Product focus that may require multiple partners to engage together).
- Track leads through the sales cycle to understand the status of each "accepted" lead at any time.
- Benchmark Partner performance to identify the successful Partners, and those providing questionable ROI on Vendor investment (e.g. why does one Partner lose substantially more deals than the average?).
- Identify Partner competitors that are beating existing Partners in the market. This helps identify potential new Partners.
- Ultimately, prove Return on Investment from closed Vendor revenue (not just total revenue) resulting from Partner co-marketing.
For more information please E-mail us or view the following resources:
- Case Study on some of TSL's work for IBM in the Channel. PDF
- Presentation on Managing ROI in the Channel. Power Point
- Sample Benchmarking and Management Reports (Please E-mail us to obtain copies of these reports).
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