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by maria lopez on Mar 18, 2010
In order to build a strong channel network, it is critical that the organization should be clear on its expectations regarding partners, because these businesses can fulfill countless of roles that are significant to the overall success of the network. Such expectations should be realistic or feasible, and established at the beginning of the relationship. Before hiring new members for the channel, the parent company should be clear with its expectations and keep in mind the following roles that potential partners can fulfill: (1) new customer acquisition per target market; (2) management and support of current customers in respective territories; (3) customer service; (4) logistical support; (5) marketing support; (6) debt collection; (7) value-added packaging and/or selling and; (8) cooperating with other partners within the same territory. Similarly, business and strategies should already be discussed with prospective businesses early on in the recruitment process. It is most...Read More >>
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Partner Channel Recruitment - Process and Principles
by maria lopez
What principles should govern one’s decision in partner channel recruitment? This process is not really as simple as it sounds. It is similar to hiring star or top tier personnel for one’s company. The best people will have a lot of options since many companies will be competing over him or her. Therefore, the parent company should attract the best partners by creating an atmosphere that would also be beneficial for the potential partner. This can obviously be accomplished through revenue incentives as well as a very supportive approach.
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