Growth with Channel Strategy

Growth with Channel Strategy

Christanto Suryadarma Christanto Suryadarma

Christanto Suryadarma

Championing Innovation & Doing Good In Community | VP Sales at Zebra Technologies | Chairman , EEAI Industry Group, SMF | Championing Digitalisation,Automation & Social Impact Across Asia-Pacific

发布日期: 2017年11月23日
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Growth can be achieved thru Indirect-sales thru Channel Partners. A successful channel business can not be just transactional or tactical and won't be built over-night. It requires  an end-to-end strategy. Here is in summary of Build (Enable) - Go To Market (Excite) - Sell (Engage) framework which I created to help anyone interested to build Channel Business. 

  1. Build the portfolio of solutions, create more relevant and attractive offerings to grow the business beyond business as-usual. This requires commitment, capacity and competency (3Cs that I wrote before) thru continuous and high-quality Enablement. .
  2. Bring the portfolio of solutions to the market, built a Joint Go To Market Strategy, defining the segment focus, coverage, demand generation campaign to drive APC (Awareness Preference and Conversion)
  3. Start from the End which is customer's adoption. This is done thru a Co-selling model and for more sophisticated partners a Partner-led Selling. Incremental growth can be achieved also thru Up-sell to value product or services and going to Non-managed segment of the market and white-space.





Yugesh Jerath

Head of Partner Ecosystem, RISE APJ

7 å¹´

Chris Very Concisely Articulated and relevant as well.

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Adnan Siddiqui

Country Manager - Pakistan at Sangfor Technologies

7 å¹´

Dear Christano.. Thanks a bunch for the valuable share. Kindly also share your kind expert advise over "How to build channel" with a new brand in a new market. My email address is "its_adnansid@hotmail.com". Your kind reply awaited. Thanks.

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Christanto Suryadarma

Championing Innovation & Doing Good In Community | VP Sales at Zebra Technologies | Chairman , EEAI Industry Group, SMF | Championing Digitalisation,Automation & Social Impact Across Asia-Pacific

7 å¹´

Thanks for those of you who read and even take time to give a thumbs-up. I trust it can be useful

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