Influencing Partnership Outcomes
Influencing Partnership Outcomes is a programme designed to assist channel managers in developing the skills and insights necessary to influence partner business investments, behaviours and relationships that drive mutual business success. Distinct from direct sales, selling through partners requires a different approach to be effective—one that focuses on understanding and influencing partner priorities in order to capture greater mindshare and competitive preference.
Influencing Partnership Outcomes provides critical perspectives, skills and processes to enable channel managers to be the key point of difference for partners. Channel-centric vendors know they compete with other vendors for the time, attention and investment of their partners. But partners often find it difficult to choose between various business value propositions from competing vendors. The level of engagement and influencing skills from the channel manager is frequently the critical differentiator between a productive, revenue-generating partnership—and no partnership at all.
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