Channel Operations

The days of managing partner programs on spreadsheets have long passed and it is no longer possible to scale up a channel program without proper tools. Channel operation teams leveraging a modern channel technology platform to run their partner programs are gaining competitive advantage and winning partner mindshare, by making it easy for their partners to work with them and quickly understand their programs.

Not every company is large enough to have their own dedicated Channel Operations teams. However, this function is still essential, no matter how small the channel team, to ensure systems and processes are in place to facilitate the supply, purchase, and delivery of the product.

Putting in place the necessary channel technology will enable companies to punch above their weight and appear much larger to their target partner community, than they may actually be.

Having channel automation solutions will enable the smallest channel operations teams to quickly scale up their partner base and accelerate channel revenue much faster than using a direct approach.

When selling through partners, the infrastructure required to put the product in the hands of the customer becomes more convoluted. Here, channel operations are responsible for all three elements of the people-systems-process chain.  The more vendors can automate these channel operation processes, the less they are open to error, like every business. Providing the channel team the tools, data and insights through automation enables them to focus on sales and strategy in line with business goals and frees up much more time to support partner’s needs.

At the operational sharp end of the channel, you may be dealing with multiple and different systems, processes, and practices. You have your systems and your partners have theirs. It is this multi-layered conundrum that becomes far too complex and difficult to manage on a spreadsheet.

From accounting and ERP through to CRM, you now need the added dimension of a PRM (Partner Relationship Management) platform. Why? Because PRM platforms provide the essential glue between internal systems data and that which is presented to partners.

The dashboards and insight provided by your PRM platform will elevate discussions with partners by highlighting what’s good, what’s bad and what can be improved. A good PRM turns your data into actionable insights.

As you gain partners, your partner program becomes more sophisticated, and so you will also need to run complex programs through partners. Luckily, we have been here before, and are experienced at managing and automating the business end of multifaceted channel sales.

Channel Mechanics will empower your channel to excel on your behalf. Discover how our channel program automation platform can drive your channel operations to the next level.