We are living through one of the longest-running periods of free-flowing funding to many industries such as tech. Moreover, many of the newest companies launching in communications, cybersecurity, AI and other similar spaces are selling their solutions via an indirect channel to businesses.
The classic chicken-and-egg problem for startups is getting the channel interested enough to sell their solutions. The channel has enough to sell already and doesn’t want to divert resources to something which may not prove an effective ROI.
To learn more, we spoke in an exclusive interview with Harbinder Khera (pictured, left), CEO & Founder who explained the company can enable dealers, distributors and franchisees.
There is a partner portal which handles recruiting, training, onboarding, deal registration, MDF, incentive management, asset cobranding and asset distribution. Partner marketing consists of email, social media and content syndication.
Partner sales enablement takes knowledge, strategy and assets, enabling partners to sell. There are plug-ins for webmail, sales tracking, a contract module and concierge services. These consist of list scrubbing, newsletter creation and sending among others.
By bringing the tools into their environment such as Office 365, partners do not have to login to yet another sales portal. This helps increase adoption.
Machine learning tech shares insight with partners in real-time, does opportunity scoring and can tell which marketing works best at what time. “It helps to improve close rations,” he exclaimed.
A new solutions configurator helps partners by solving problems. Also new is a CPQ engine handling pricing and proposals.
Blockchain is also on its way to allow partners to share information about each other.
Companies are in a mad-dash to lure new channel partners into their mix and the best way to do so is to ensure they are positioned for success. A solution like Mindmatrix partner relationship management is on the leading-edge and is making the commitment to help companies get their products into the hands of partners and to further help them sell these solutions to market.
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