02 - 4 Best Practices to Lay the Foundations for Your Channel Partnerships

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

Oct 4 2021 • 31 mins

Our guest, Steve Kazan is an award-winning channel chief in the channel space for over 27 years now, who has developed quite a repertoire of transforming and elevating channel programs. Today, he is the founder & CEO of Inner Onion, LLC, a company that builds alliances with international technology companies that want or need representation in the United States.

Topic summary:

Your channel partners’ success with you can be determined in various stages. The most important of these stages is the beginning and what you do to set the foundations to attain your channel sales goals. Pay careful attention to practicing transparency early on and giving partners a personal experience.

Steve shares with us his 4 best practices to lay the foundations for your channel program:

  1. Show your channel partners you’ve done the homework - show them a plan
  2. Establish strong and committed partner relationships
  3. Create a brand
  4. Pick great tools & technology

Listen to the episode to hear all of Steve’s insights on how to start channel partnerships off right.

Read the blog: https://www.magentrix.com/articles/blog/4-Best-Practices-to-Lay-the-Foundations-30-9-2021

(0:00) Introduction
(1:54) Steve Kazan’s channel sales background
(2:50) Inner Onion’s mission & history
(4:30) Best practice 1: Show your channel partners you’ve done the homework - show them a plan
(13:44) Best practice 2: Establishing strong and committed partner relationships
(18:44) Best practice 3: Branding
(22:53) Best practice 4: Tools & technology
(26:40) Challenges when not following these best practices
(28:11) Generate higher revenue and company value
(31:00) Conclusion