MarketStar Blog

Creating symbiotic relationships, where both parties benefit, is the first step in guaranteeing sustainable partnerships. While many channel managers are experienced in managing their current partners, acquiring new ones is a different story.

Channel sales programs enable tech-driven enterprises to gain market share, increase brand awareness, and remain competitive. However, finding value-added resellers (VARs) to sell your technology services and products can be difficult.

As manager of channel sales, you most likely focus a majority of your time on top-tier enterprise customers but need help reaching second-tier markets and smaller companies; recruiting reliable reps and making sure they’re enabled and ready to sell is the core of your problem.

Lead nurturing is arguably more important with partners, with whom you’re trying to establish a long-term business relationship, than it is with individual end-users. And much like end-users, partners without a deep, existing relationship already established with your company will likely fall in and out of favor with your product and service offerings as their customers’ demands change.