09 Dec Five Ways to Drive Partner Enablement

Enabling partners in your sales process can open the doors to a broader market and in turn lead to increased year-over-year growth. The secret to success is connecting with more of your partner network so you grow those sales incrementally.

In other blogs on partner enablement, we looked at the benefits of engaging partners in the process early. The strategy in this blog goes hand-in-hand with that idea. Channel enablement can help you cast the net wider, so you connect with more of your partner network.

Sales Beacon can help you connect with more of your partner network by leveraging partner relationships, increasing partner pipeline visibility and focusing partners on key solutions.

Here are five ways you can drive channel enablement to leverage those partnerships:

1. Connect with More of Your Partner Network
   Better management of channel relationships increases traction and transparency. This leads to stronger and better connections within your partner network. Using a virtual Sales Solutions team gives you breadth and depth in your business to reach more contacts, in a more meaningful way. More contacts within your channel partner network leads to more opportunities and, with a strong team behind you, your business closes more deals.
2. Utilize Your Network
   In a recent case study, Sales Beacon explored how outsourcing Virtual Partner Account Managers grew revenues for one client by 20 per cent. By creating a tailored and customized plan, following a deep-dive understanding of verticals and business partner areas of strength, Virtual Sales Solutions Teams can better provide support by navigating internal systems or those of other customers. They can then link them to appropriate sales resources.
3. Develop Internal Advocates to Help Partners Navigate Technical or Sales Challenges
   Using partner enablement managers helps with evangelizing your solutions to one or more of your partners. Having internal advocates gives you an inside edge when it comes to linking engineering resources, technology trouble-shooters and partners who can develop new aspects of the technology as applicable. Internal advocates ensure orders fulfill in a timely manner and leverage products and services.
4. Engage Third-Tier Partners
   Engaging third-tier partners allows account teams to cover more business with partners than previously possible. This is a cost-effective way that provides additional flexibility as you bring new products to market.
5. Develop Partners
   By working collaboratively with new partners you can define solutions and support which will help partners grow and drive their pipelines. Virtual Partner Account Managers drive business by analyzing sales performance and identifying methods of increasing partner returns.

These five steps will help enable your business channels and allow you to connect with more of your partner networks and eventually lead to more revenue.

Check out our other blogs on partner enablement to learn more about how Sales Beacon can facilitate channel partner enablement for your company.