Channel Development
Recruiting partners is often more challenging than hiring employees. Companies that pride themselves on their ability to hire the best staff through a well-designed recruitment process are often tested at applying these same methods to recruiting Channel Partners
Adding to this puzzle are Channel Managers who are focused solely on the development of partners who help them drive their quota. This leaves a strategic opening where no one is proactively recruiting partners who are a good fit for your firm’s programs. The right partner fit is highly-matrixed and often includes the ability to integrate the solution, provide first-level support, and most importantly, mesh with your company culture.
Expand Your Footprint
DJM works closely with its ISV clients in finding the right partners in a particular geography. This often includes building a list of partner prospects, then determining who the correct decision maker is. We will interview and screen so that once your team finally makes contact, they are a qualified prospect for your program.
If you don’t have a target partner profile, we will work with you to develop one.
Sample criteria for optimal Channel Partners
− Has a physical office in target geography (based on zip code or area code)
− Is certified on certain OS, DB, development environment or application
− Has a full-time sales team that can drive a complex sales process
− Has a full-time marketing team that has experience in event production and lead development
− Has expertise in key vertical markets
