article | February 9, 2011
Does Your Channel Sales Enablement Meet Best Practice Guidelines?
In a recent poll, that we conducted with 156 Channel Sales VPs, over 45% of the respondents defined their channel enablement as the existence of a certification program. This is certainly one aspect of channel enablement but a complete enablement program contains many other elements. Here is a list for reference:
Let’s dig in to one aspect – enablement content. Your partners need certain sales collateral and tools to effectively sell your solutions. You should take an inventory of your current enablement content and determine the gaps. The important take away here is that you should consider all enablement content within the context of what a buyer needs along their journey to purchase.
Once you have your enablement content in order, consider using tools like Zift Solutions to automatically co-brand and distribute your customer-facing sales collateral through the channel. If you accomplish the above, you have surpassed best practice and are on your way to world class
Take a few moments to assess your enablement content. How did you measure up?