You were first introduced to a prospective partner at a platform vendor trade show. They loved your products and your team was convinced they could add value and close deals. Soon their team is at sales and technical training, time passed and nothing transpired. Excellent initial intentions morphed into a lack of focus with no leverage to remedy the situation.
Where Are All The Good Guys ?
The time-tested adage that 20% of your channel is producing 100% of the revenue still holds true. This critical group requires all of your marketing and channel management resources, but what about the rest of the partner channel?
Conventional wisdom dictates that there are still good prospects that belong to the non-performers that can be brought back on board and migrated to the “good guys”. Most ISVs don’t have a proactive strategy for getting these partners back on-board. DJM Partner Re-engagement Services are tailored to identify these partners and then move them onto the track of ongoing commitment, sustained revenues and happy mutual customers.
- The process begins by interviewing partners about their current happiness with your channel program. This can target a specific subject matter (i.e. technical support) or alternatively target multiple areas such as the competitive landscape, sales and/or product training or the ease of closing a transaction.
- We then report back to you the finding so that your team can develop an appropriate re-engagement plan.
- In order to drive and maintain information sharing we would make regular contact with your partner’s marketing, sales and technical resources.
- We provide timely metrics on the progression of the program with each partner and escalate the complex issues.