Chief Sales and Marketing Officer for Razberi Technologies demonstrates how to develop and execute a sales strategy through channel partners.

Joining us on SBI TV is Joe Vitalone, Chief Sales and Marketing Officer at Razberi Technologies, and the top expert at developing and executing a sales strategy at scale through channel partners.

 

Razberi Technologies offers a reliable, secure, and network-friendly video surveillance platform that records the highest quality video while reducing capital, bandwidth, and space costs.

 

Below is a timestamped summary of the show segments and the topics covered. If you’d prefer to listen to the podcast version click here.

 

Segment 1: Execute a Revenue Growth Strategy Through Channel Partners 

  • Determining what business goes direct, and what business goes through the channel. minute 3:52
  • Setting expectations with your partners. minute 5:23
  • How channel recruitment and frictionless selling changes from a couple billion dollars of public to small mid-stage startup. minute 7:40 
  • Putting visibility and predictability into a forecast. minute 9:23

     

Skip to minute 7:51 to listen to Joe explain how channel recruitment and frictionless selling changes from a couple billion dollars of public to small mid-stage startup: 

 

“If they’re never bumping into each other, whether it’s your channels bumping into each other or direct group bumping into the channel, then you don’t have adequate coverage. There needs to be some collision, otherwise you know there’s market that is going unnoticed, unwatched, and uncultivated…” 

 

Segment 2: Optimizing your Channel Partner Portfolio

  • Leading indicators and pulling the trigger. minute 13:26
  • Knowing you have the right channel partners in each segment, vertical, and geo. minute 16:11 
  • Onboarding new partners. minute 18:27

     

Skip to minute 14:13 to watch Joe describe the leading indicators that your efforts are having an impact:

 

“You look at the available market first, then you look at what you want your market share to be in that market based on what your budget says, and then you bring on channel partners and you start to track their activity, not just win loss but their pipeline activity such that it’s trending to a size that you want them to have…” 

 

 Segment 3:  Transforming the Organization

  • The situation you walked into, and what you were trying to accomplish with each transformation. minute 21:41
  • Prioritizing the elements of a transformation. minute 23:41 

     

Skip to minute 23:11 to listen to Joe describe a situation he walked into and how he planned to improve it:

 

 “You’ve got to make sure that all the people that you bring in, sign up and subscribe to the growth challenge that’s ahead of them regardless of history and make sure everybody learns the product and that the sales process that you implement, there’s one sales process everybody knows it, can speak it including the channel partners and that it lines up with the cooperate mission statement of the company…” 

 

Our most recent research report is helping sales leaders and CEO’s create clarity on how they’re going to make their 2019 revenue growth number.

 

It focuses on what we call the “critical four”, over the last twelve months of studying industry leaders, the folks who’re generating revenue for their industry and against their competition, we’ve narrowed down what is it that they focus on to create the best annual plan.

 

Q3 2018 Research Report

ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 
BIO
ALL PEOPLE

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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