09 - 3 Expert Tips on Building a Successful Partner Channel

Partner Relationship Management (PRM): The Ultimate Channel Sales Podcast

May 10 2022 • 40 mins

Our guest today, Hans Peter Bech, has been involved in the channel space for over 3 decades. With more than 25 years in executive roles growing global market shares for information technology companies under his belt, he decided to focus all his energy on strategic business development projects and founded TBK Consult. And as if that wasn’t enough, throughout this time, he has also written not one but 3 published books on channel-related topics.

Topic summary:

Channel sales is a great way to reach the end consumer and so you establish a channel. Now, how do you build that channel to be successful?

What if you’re experiencing great success already but now, how do you expand your channel globally?

Hans discusses what your channel sales strategy should include:

  1. A clear definition of the goals for your channel from day 1 – what you hope to achieve. Keep goals realistic and be sure to track and measure progress.
  2. A complete channel partner program, defining everything from selecting the best partners to guidelines for partners to expectations from partners.
  3. A plan for managing channel partners and all their ongoing requirements.

Listen to the episode for all of Hans’ expert tips on building a successful partner channel.

Read the blog: https://www.magentrix.com/articles/blog/3-Expert-Tips-on-Building-a-Successful-5-5-2022

(0:00) Introduction
(2:14) Hans Peter Bech’s background in channel sales
(4:00) Mapping out a channel strategy: how it impacts the success of the channel
(7:23) Planning for a successful channel: the biggest misconception
(8:39) What makes an exceptional channel partner?
(09:20) 1st Tip: Define goals from day 1
(16:14) 2nd Tip: The channel partners
(29:19) 3rd Tip: Managing the channel partners
(36:06) When does building a successful channel pay off?
(37:12) What results can you expect?
(39:09) Conclusion