Why Indirect has to be part of your ReVOps Strategy

Indirect selling is often considered the poor relation of RevOps, but in reality, it represents a significant opportunity for companies to optimize their business performance and drive revenue growth.

Here are a few reasons why indirect selling deserves a prominent place in the RevOps strategy:

Untapped growth potential

Indirect selling offers vast untapped growth potential for many companies. By relying on a network of reseller, distributor or affiliate partners, companies can access new markets, customer segments and distribution channels. By integrating indirect selling into the RevOps strategy, companies can tap into this untapped potential and unlock new revenue streams.

Expanding the sales pipeline

Indirect selling helps expand the sales pipeline by gaining access to an extensive network of partners and their potential customers. By collaborating with strategic partners, companies can increase opportunities for lead generation and business expansion. By integrating indirect selling into the RevOps process, companies can capitalize on this diversification of the sales pipeline to drive revenue growth.

Improved operational efficiency

Despite its benefits, indirect selling can sometimes be complex to manage, with various partners, processes, and channels to coordinate. However, by integrating indirect selling into the RevOps strategy, companies can improve operational efficiency by streamlining processes, automating tasks, and optimizing workflows. This allows for more efficient partner management and optimal use of resources.

Enhanced visibility and control

Indirect selling can sometimes be perceived as an opaque domain, with limited visibility into the performance of partners and distribution channels. However, by integrating indirect selling into the RevOps strategy, companies can increase their visibility and control over the entire sales process. By using advanced analytics and reporting tools, companies can closely track partner performance, identify opportunities for improvement, and make informed decisions to optimize their business performance.

Creating a consistent customer experience

Finally, indirect selling offers the opportunity to create a consistent customer experience across the entire customer journey. By integrating indirect selling into the RevOps strategy, companies can ensure that customers have a seamless experience, regardless of the channel or partner through which they interact. This builds customer trust and fosters long-term loyalty.

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In conclusion, indirect sales should not be neglected in the RevOps strategy. Instead, by integrating indirect selling into the RevOps strategy, companies can tap into its growth potential, expand their sales pipeline, improve operational efficiency, increase visibility and control, and create a consistent customer experience. By capitalizing on indirect selling, businesses can maximize their revenue growth and long-term business success.