The lack of a rigorous and best practice partner segmentation seems odd when considering the millions of dollars technology vendors invest in partner recruitment, enablement, and incentives.
Miami, Florida (PRWEB) August 04, 2016
Now more than ever vendors need to have an effective methodology in place to ensure that they are recruiting partners who have the potential to thrive in a marketplace affected by Cloud-based solutions, a reduction in technology partners and demand for genuine business relationships. Perks l Channel, a premier provider of channel incentive programs, has authored an eBook, Partner Profiling and Segmentation, the Foundation for Effective Partner Management, discussing how to cultivate partner relationships that help vendors achieve revenue and market share goals.
Readers will learn how to create a partner profile and how to use it to select the right partners, receive instructions for using a value scoring tool to rank partners, and pick up five golden rules for partner profiling and segmentation.
“The lack of a rigorous and best practice partner segmentation seems odd when considering the millions of dollars technology vendors invest in partner recruitment, enablement, and incentives,” said Claudio Ayub, Chief Channel Strategist at Perks |Channel. “Some estimates predict that vendors will only be able to 'bring along' 20% - 30% of partners and will have to part ways with the rest – leaving an enormous hole to be filled through the recruitment of new partners. Hence, vendors need to re-assess the tools and methodologies they employ to identify those partners with the right attributes and business models,” added Ayub.
Partner Profiling and Segmentation, the Foundation for Effective Partner Management is available for free download in the Perks | Channel resource library.
About Perks | Channel
Perks │Channel provides services and software to help you engage your B2B and indirect channel partners to improve sales effectiveness. With a listing on the Salesforce AppExchange and a global user base exceeding 7.5 million users, Perks | Channel takes the guesswork out of channel incentives and loyalty programs.
Our solutions empower leading global enterprises with the sales and marketing programs they need to produce a competitive advantage through their indirect sales channels. The available solution set encompasses the three most critical areas to optimize indirect channel performance: marketing enablement, incentive management and global managed services. We provide these services to some of the most influential companies in the world, all backed and supported by years of expertise and our Science of Motivation™ platform.