CHANNEL DEVELOPMENT PROGRAMS
ABOUT
Developing channel programs and business outcome trainings for channel partners and their IT vendors yearly. Our conversations reflect: moving from transactional to value based selling, increasing profit, business outcome selling, identification of Offer Portfolio Whitespaces, building or participating in marketplaces and ecosystems, identifying IP and creating or supporting partner-to-partner (P2P) relationships.
New market approaches were used. Previously we only sold on price. This approach enabled us to think about adding value to new customer sets. The approach was different than what we or our competitors had used before.
BASE 
Leveraging Alinea Partner’s knowledge, experience and language skills proved to be highly important to us. In addition, Alinea Partners “Develop and Test” approach made this collaboration a success and generated results beyond our initial expectations.
ARROW
BENEFITS
AT THE COMPLETION OF THIS PROGRAM, THE PARTICIPANTS WILL BE ABLE TO
- Move transactional selling partners to more profitable, scalable businesses.
- Improve overall partner performance.
- Build pipeline by selling to new target personas and delving deeper into Share of Wallet opportunities.
DELIVERABLES
- Completed Offer Canvas for selected solution offer
- SCross and upsell paths for higher customer profitability
- Sales Triggers and Motions and a Solution Sales Brief
- Train internal Sales and Marketing team on business-outcome-based solutions.
- Guidance for the technical part of offer development.
CONTACT
DO YOU WANT TO KNOW MORE?
Contact us!
