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Gary Morris: How to Create a Successful Channel Manager
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One challenge channel managers still face is finding time to sit down with partners and develop proper business plans. But it’s not just an issue of time. Channel managers struggle with the skills needed to talk about business goals, document goals and action plans with their partners, and effectively meet to review progress.
To address this challenge, I dusted off the first episode of the Channel Journeys podcast. My guest is Gary Morris, founder and CEO of Successful Channels, who developed an innovative solution to a classic problem – how to increase the performance of channel managers.
KEY TAKEAWAYS
- Gary built Successful Channels to provide the under-served Channel Account Manager with automated Partner Planning & Performance tools.
- The channel has been slow to adopt new technology due to cultural resistance, but that’s starting to change.
- Joint business planning and Quarterly Business Reviews drives drives more predictable performance and accountability of both the vendor and the partner.
- Score-carding breaks down silos and builds collaboration between channel managers and the sales team.
- Providing an easy and consistent way for Channel Managers to conduct partner business planning, score-carding and QBRs will dramatically improve partner performance.
LINKS & RESOURCES
- Find Gary on LinkedIn
- Learn more about Successful Channels
- Hear how to tie partner incentives to business plans
- Learn more about Allbound
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