• Channel enablement thoughts from 37,000 feet (literally)

    I wanted my blog post about our upcoming Channel Management Summit attendance to sound lofty and strategic–but I’m literally at 37,000 feet. (Thank you #VirginAmerica and #GogoInflight.)

    This year’s theme at the Channel Management Summit is “Manage your Channel Strategy and Partner Relationships for a Seamless Approach to Maximize Results.” A quick read of the brochure shows a wide choice of topics, ranging from onboarding and recruiting to marketing and sales enablement. Since those key topics are squarely in our roundhouse, we are coming to the show to talk to channel leaders about the importance of an integrated content strategy in their channel program.

    The key concept we’ll be covering: The content you create, distribute and maintain for your partners is critical to helping your partners achieve greater results and better alignment with your organization. What goals can you achieve by developing better content for your channel partners?

    • Align partner business models and offerings  with vendor initiatives and market leadership
      Partners that understand your business value to their business will align their practice and offerings to your solutions. That includes services and consulting offerings, as well as dedicated sales and technical resources to drive opportunities.
    • Integrate vendor messages and value propositions into partner solutions and sales models
      Developing better content for partner use helps them get beyond their own specific capabilities, and position themselves as a leader in solution areas that drive opportunities for your offerings.
    • Execute flawlessly on sales initiatives and tactics, and  marketing programs and campaigns
      Better content drives better conversations—pure and simple. Sales enablement, thought leadership and collateral that combines your industry leadership with the partner’s local expertise is a win-win situation for all your joint sales and marketing initiatives.

    That’s about all the strategy I can muster at 37,000 feet. Look for more at the Channel Management Show next week, and be sure to download our ebook, Content Strategies for the Channel Landscape!

    Eric Nitschke is VP of Client Services and Managing Director Launch International.  Eric uses his experience at Launch International to deliver a best-practices approach to client management, sales enablement, thought leadership, whiteboarding and channel development and enablement.  To read all blogs published by Launch International click here.

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