Partner Selection

Many vendors are working with a channel that has been in existence for decades. During this time, both your business, and the market landscape you operate in have changed dramatically. Business, Marketing and Product Strategies will have defined today’s market opportunity for your product or service portfolio, now you need to ensure you have the correct partners in place in order to optimise those opportunities.

In light of the rapid evolution of the channel in recent years, a re-evaluation of your existing partners may indicate they are not be the most effective means of maximising current market opportunity, or that you should also be working with the newly emerging players in the market. Ensuring effective channel collaboration is about commitment from both parties—but it also about capabilities. Using our Channel Intelligence Platform we can help you identify potential partners with the capability, skills and end user market penetration that you require. Successful channel collaboration requires investment, in time and resources, from both parties so ‘weeding out’ incompatible partners ultimately benefits all parties.

At Demuto we are focussed on transforming performance in the channel. Our aim is to help you create world class partnerships by reforming how you engage, and interact with the channel. Each and every customer has their individual structures and challenges to work within. However there are generally some key underlying issues that are driving the need for transformation

 Question —
 When did you last do this ?
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At Demuto we are focussed on transforming performance in the channel. Our aim is to help you create world class partnerships by reforming how you engage, and interact with the channel.

Each and every customer has their individual structures and challenges to work within. However there are generally some key underlying issues that are driving the need for transformation.

Our Partner Selection process examines a number of key elements:

  • Financial Performance
  • Partner Competencies
  • Target Sectors
  • Vendor Relationships
  • Markerting Capabilities
  • Partner Commitment
  • Typical case Studies
  • Geographical Coverage

Whilst it may seem obvious, collaboration between vendors and channel partners of all types must have a clearly defined purpose that meets the objectives of both. It is not enough for the driving vendor to be the only one which is fully committed to the goal, the channel partner must also be. Equally, if the vendor wants to properly support its channel, the correct enablement and support systems need to be put in place up front.

Using Demuto to assist with Partner Selection and Joint Planning ensures that the time invested from both vendors and channel partners is done so with a view to maximising returns on the opportunity for all involved

Tip! –
Go onto the pitch with the right team and game plan!!
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