Dec. 28, 2006 – When questioned about their channel partner relationships, most vendors initially claim they are humming along. Scratch the surface a little and all manner of interesting issues crop up. So why the pretence? Relations that are less than ideal for one or both parties need to be examined and the issues need to be worked through to the mutual benefit of all parties involved.
ChannelPoint.com.au is now offering vendors a service to provide a clear understanding of their channel – from the perspective of the channel. This is achieved through a variety of means depending on the needs of the client and the size and scope of their channel. These could include face-to-face meetings with specific channel partners, telephone interviews or channel partner workshops to name a few. The results are documented and presented to the vendor in a constructive manner during a debriefing with the authors.
Online surveys and questionnaires are also available for organisations needing a quick response from many channel partners, though Sales & Marketing Director, Robert Nagy concedes he prefers the human element of direct interaction. “It’s infinitely more illuminating” he commented, though he can also see the merit of aggregated data across a large sample.
So what could possibly hold organisations back from taking up these services? Nagy claims that some are afraid “all hell will break loose” once a major issue is broached. “This couldn’t be further from the truth” he adds. Nagy is a firm believer in tackling issues head on through a process of discovery. In workshops “each participant needs to have their ‘Ah-ha’ moment where they come to understand the issue from a perspective beyond their own” he comments. The process of leading to this understanding quickly, yet gently, is carefully orchestrated by the experts at ChannelPoint.com.au and becomes a solid foundation for rapport and trust between the vendor and their channel partners.
Regardless whether relations are indeed working well, only appear to be going well, or are well and truly floundering, vendors would benefit greatly by checking the true status of their channel partner relationships. Only then can action plans be put into place to ensure a relationship recovers from any current difficulties or avoids any future ones. The process also builds credibility within the channel and leads to rapport and trust, all of which are key elements in gaining and maintaining all important channel partner mindshare within this highly competitive landscape.
ChannelPoint.com.au is an Australian-based services organisation providing technology vendors and channel members with a platform to communicate and collaborate in an open and supportive forum. Our goal is to empower our client organisations with a voice that will be heard throughout the channel as well as provide a means for members to connect and explore new and exciting partnering opportunities.
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