How to keep your Channel Partners Motivated

Often you hear companies expressing their feelings towards various vendor relationships. How they have joined several partner programs in the hope that these would have a positive impact towards their business growth and development. But the truth is that more often then not, nothing actually happens.

This should really not be the way. When you partner up with a product or specific vendor it means that you are working within that target market and you are looking for the ′experts′ in that field, to help and support you getting that extra level of support and enable you with better tools to reach into that market. Ultimately this shows that there is a demand in the market for your product and will more likely give you the opportunity to sign up new customers with more support from your partners, who in fact are more likely to be owning a better relationship within these accounts then you as the channel manager or vendor AE. You can′t reach them all on your own, at the end of the day.

I often look around and see how other channel managers behavior impacts towards a successful or non successful outcome of partner relationships. If a reseller is coming to you, it really is an opportunity for you as the vendor to reach out to more potential customers. Is this not what we all need in the end?

So I found myself thinking about things I do as a norm to ensure my channel partners can count on me, my fellow colleagues and the brand we represent.

Below I have drafted some ideas for you to keep in mind to improve the way you work with your partners:

1. Keep clear communication with your partners: Clear communication with your channel partners is key to keeping them motivated. Regular updates on products, promotions, and other important information will help them feel connected and engaged.
2. Offer incentives: Offering incentives such as bonuses, commissions, and rewards can help motivate your channel partners to perform at their best. It's important to make these incentives achievable and worthwhile.
3. Training and support being one of the most important points: Providing training and support to your channel partners can help them feel empowered and confident in their ability to sell your products. It also demonstrates that you value their success.
4. Recognizing your partners: Acknowledging the efforts and achievements of your channel partners is an effective way to keep them motivated. Publicly recognizing their successes and contributions can help them feel appreciated and valued.
5. Take the partnership approach: Treating your channel partners as partners, not just salespeople, can help foster a strong and positive relationship. Involve them in strategic decision-making and seek their input and feedback. Collaborate together on target accounts and reaching into target markets.
6. Regular feedback: Providing regular feedback to your channel partners can help them understand their strengths and weaknesses, and identify areas for improvement. This feedback should be constructive and focused on helping them achieve their goals.

Above all vendors and resellers need to work better together, it is a joint relationship where ultimately both want to have the same goals reached. Two minds think better then one right? Can you imagine how much easier you will reach your targets if you have a relationship with your partners that is truly effective and working to its best?

In today′s market, there is alot of competition out there. So if you don′t do your best, someone else out there is really looking to do that much better then you. Times are tough, the economy is more challenging then ever, it is time to not only row the boat, in fact it is time you become the captain for that ship !