Player FM uygulamasıyla çevrimdışı Player FM !
Dinlemeye Değer Podcast'ler
SPONSOR
13 - How Not to Lose a Channel Partner in 30 Days: Partner Retention Tips
Manage episode 424661494 series 3408435
Let us know what you think of the podcast.
Some partnerships fail incredibly fast. Some in as few as 30 days.
So, be careful with what you do in the early days of a partnership – as it can set the tone for the rest of the relationship. At the start of the partnership, it’s important to be careful and leave first impressions that can help create partners who are:
- Confident in your brand
- Come forward for support
- And want to promote your product
The attention you pay to partners during this critical timeframe can result in either:
- A positive outlook for a long-term partnership
- Or, cause your partners to lose interest altogether
Today, we welcome a special guest to help improve your partner retention rates.
He’s a channel partner with a horror story that shows you what not to do and shares tips for vendors on how they can retain their channel partners. Listen to this episode to:
- Learn how to set a standard for retaining channel partners for the long-term
- Discover what aspects of your partner program help and hinder your partners
- And, find out what truly motivates partners to sell more
Guest Bio - Adam Alfi:
Today’s guest is a multi-preneur with over 25 years experience in the IT space, and a career spanning various roles, including: project management, consulting, and even a stint on Wall Street.
Today, he runs an MSP business – EV Software and Business Solutions – which serves startups and enterprise clients alike.
(1:46) Guest intro: Adam Alfi
(3:52) Why are the first 30 days so critical when starting a new partnership with a vendor?
(4:41) Textbook example of how to lose a partner in 30 days
(10:21) Some vendors look great on paper, but that’s where it ends. As an MSP owner, what made this partner you mentioned seem like a good partner at the time? What motivated you to sign a partner agreement with them?
(12:06) How can vendors and partners get on the same page from the beginning? What would build confidence in the partnership?
(15:29) Vendors sometimes have different definitions of success than partners. How can partners on both sides align on a shared vision of success?
(17:13) In terms of sales enablement, what helps you understand a vendor solution so you can sell it to your best-fit customers?
(20:15) Do a lot of software vendors lack discovery as part of their onboarding or enablement process?
(22:02) What about training? What's better, one-on-one, or self-guided? How does training play a role in the onboarding process?
(25:41) Opinion on online training or self-guided training (as opposed to one-on-one) - is it useful?
(28:56) Partner enablement resources: Content types that really help
This production is brought to you by Magentrix ✨💜
Magentrix is a pioneer in platforms for partner ecosystem management and partner relationship management 🤝
If you haven't already, please like 👍 & subscribe! ✅ And if you enjoyed this episode, please leave us a review on Apple Podcasts ⭐️⭐️⭐️⭐️⭐️ https://apple.co/3HcqSsm See instructions to do so at the end of the episode.
To learn about Magentrix PRM, please visit www.magentrix.com
______
Podcast Credits:
Host: Paul Bird
Executive Producer: Fereshta Nouri
Content & Research: Fereshta Nouri
Graphics & Branding: Fereshta Nouri
Bölümler
1. 13 - How Not to Lose a Channel Partner in 30 Days: Partner Retention Tips (00:00:00)
2. Guest intro: Adam Alfi (00:01:55)
3. Why are the first 30 days so critical when starting a new partnership with a vendor? (00:04:01)
4. Textbook example of how to lose a partner in 30 days (00:04:50)
5. Some vendors look great on paper, but that’s where it ends. As an MSP owner, what made this partner you mentioned seem like a good partner at the time? What motivated you to sign a partner agreement with them? (00:10:30)
6. How can vendors and partners get on the same page from the beginning? What would build confidence in the partnership? (00:12:15)
7. Vendors sometimes have different definitions of success than partners. How can partners on both sides align on a shared vision of success? (00:15:38)
8. In terms of sales enablement, what helps you understand a vendor solution so you can sell it to your best-fit customers? (00:17:22)
9. Do a lot of software vendors lack discovery as part of their onboarding or enablement process? (00:20:24)
10. What about training? What's better, one-on-one, or self-guided? How does training play a role in the onboarding process? (00:22:11)
11. Opinion on online training or self-guided training (as opposed to one-on-one) - is it useful? (00:25:50)
12. Partner enablement resources: Content types that really help you sell a product? (00:29:05)
13. Vendors engaging with partners via social media (00:32:59)
14. Importance of timeliness of vendor responsiveness and bad experiences (00:33:45)
15. Importance of trust with vendors and registering opportunities on a vendor's partner portal (00:34:15)
16. Preventing channel conflict: What a vendor should do when they see two partners attempting to register the same opportunity in the partner portal (00:36:46)
17. Do partner incentives motivate you to engage with a vendor? (00:39:01)
18. With regards to vendor partner programs, has there been anything that appealed to you in particular? Or, has anything immediately turned you off from participating in a program? (00:41:14)
19. What is the most important thing vendors can do to help partners succeed in the first 30 days? (00:44:37)
20. Vendors should expect nothing? (00:45:45)
21. Conclusion (including how to reach Adam Alfi) (00:47:21)
37 bölüm
13 - How Not to Lose a Channel Partner in 30 Days: Partner Retention Tips
Partner Relationship Management (PRM): The Ultimate Channel Sales & Partnerships Podcast
Manage episode 424661494 series 3408435
Let us know what you think of the podcast.
Some partnerships fail incredibly fast. Some in as few as 30 days.
So, be careful with what you do in the early days of a partnership – as it can set the tone for the rest of the relationship. At the start of the partnership, it’s important to be careful and leave first impressions that can help create partners who are:
- Confident in your brand
- Come forward for support
- And want to promote your product
The attention you pay to partners during this critical timeframe can result in either:
- A positive outlook for a long-term partnership
- Or, cause your partners to lose interest altogether
Today, we welcome a special guest to help improve your partner retention rates.
He’s a channel partner with a horror story that shows you what not to do and shares tips for vendors on how they can retain their channel partners. Listen to this episode to:
- Learn how to set a standard for retaining channel partners for the long-term
- Discover what aspects of your partner program help and hinder your partners
- And, find out what truly motivates partners to sell more
Guest Bio - Adam Alfi:
Today’s guest is a multi-preneur with over 25 years experience in the IT space, and a career spanning various roles, including: project management, consulting, and even a stint on Wall Street.
Today, he runs an MSP business – EV Software and Business Solutions – which serves startups and enterprise clients alike.
(1:46) Guest intro: Adam Alfi
(3:52) Why are the first 30 days so critical when starting a new partnership with a vendor?
(4:41) Textbook example of how to lose a partner in 30 days
(10:21) Some vendors look great on paper, but that’s where it ends. As an MSP owner, what made this partner you mentioned seem like a good partner at the time? What motivated you to sign a partner agreement with them?
(12:06) How can vendors and partners get on the same page from the beginning? What would build confidence in the partnership?
(15:29) Vendors sometimes have different definitions of success than partners. How can partners on both sides align on a shared vision of success?
(17:13) In terms of sales enablement, what helps you understand a vendor solution so you can sell it to your best-fit customers?
(20:15) Do a lot of software vendors lack discovery as part of their onboarding or enablement process?
(22:02) What about training? What's better, one-on-one, or self-guided? How does training play a role in the onboarding process?
(25:41) Opinion on online training or self-guided training (as opposed to one-on-one) - is it useful?
(28:56) Partner enablement resources: Content types that really help
This production is brought to you by Magentrix ✨💜
Magentrix is a pioneer in platforms for partner ecosystem management and partner relationship management 🤝
If you haven't already, please like 👍 & subscribe! ✅ And if you enjoyed this episode, please leave us a review on Apple Podcasts ⭐️⭐️⭐️⭐️⭐️ https://apple.co/3HcqSsm See instructions to do so at the end of the episode.
To learn about Magentrix PRM, please visit www.magentrix.com
______
Podcast Credits:
Host: Paul Bird
Executive Producer: Fereshta Nouri
Content & Research: Fereshta Nouri
Graphics & Branding: Fereshta Nouri
Bölümler
1. 13 - How Not to Lose a Channel Partner in 30 Days: Partner Retention Tips (00:00:00)
2. Guest intro: Adam Alfi (00:01:55)
3. Why are the first 30 days so critical when starting a new partnership with a vendor? (00:04:01)
4. Textbook example of how to lose a partner in 30 days (00:04:50)
5. Some vendors look great on paper, but that’s where it ends. As an MSP owner, what made this partner you mentioned seem like a good partner at the time? What motivated you to sign a partner agreement with them? (00:10:30)
6. How can vendors and partners get on the same page from the beginning? What would build confidence in the partnership? (00:12:15)
7. Vendors sometimes have different definitions of success than partners. How can partners on both sides align on a shared vision of success? (00:15:38)
8. In terms of sales enablement, what helps you understand a vendor solution so you can sell it to your best-fit customers? (00:17:22)
9. Do a lot of software vendors lack discovery as part of their onboarding or enablement process? (00:20:24)
10. What about training? What's better, one-on-one, or self-guided? How does training play a role in the onboarding process? (00:22:11)
11. Opinion on online training or self-guided training (as opposed to one-on-one) - is it useful? (00:25:50)
12. Partner enablement resources: Content types that really help you sell a product? (00:29:05)
13. Vendors engaging with partners via social media (00:32:59)
14. Importance of timeliness of vendor responsiveness and bad experiences (00:33:45)
15. Importance of trust with vendors and registering opportunities on a vendor's partner portal (00:34:15)
16. Preventing channel conflict: What a vendor should do when they see two partners attempting to register the same opportunity in the partner portal (00:36:46)
17. Do partner incentives motivate you to engage with a vendor? (00:39:01)
18. With regards to vendor partner programs, has there been anything that appealed to you in particular? Or, has anything immediately turned you off from participating in a program? (00:41:14)
19. What is the most important thing vendors can do to help partners succeed in the first 30 days? (00:44:37)
20. Vendors should expect nothing? (00:45:45)
21. Conclusion (including how to reach Adam Alfi) (00:47:21)
37 bölüm
Tüm bölümler
×1 36 - Selectivity in Partnerships + the State of Channel Research + ChannelCon with Carolyn April 44:49
1 35 - How to PE Takeover-Proof Your Channel Program - David Sherman 26:31
1 34 - Hiring A Fractional Channel Chief vs. In-House - Kameron Olsen 31:39
1 33 - Gen AI & How You Can Add Digital Workers to Your Partnerships Team with Alden Hultgren 30:31
1 32 - Prioritizing the Partner Experience (PX): The Basics - Bernhard Friedrichs, PartnerXperience 38:36
1 31 - 3 Partnerships Podcast Hosts Discuss 2023 Trends & 2024 Predictions - Rob Spee, Vince Menzione 43:13
1 30 - The Importance of C-Level Support for the Success of Channel Partner Programs - Paul Banco 28:46
1 29 - Structuring Partner Programs as an Entrepreneurial Pursuit: A Dissertation by Dorian R Kominek 33:30
1 28 - Ultimate Guide to Partnering with Vince Menzione, Rob Spee 38:21
1 27 - Partner-Led Growth Report: Results + Key Takeaways - Kelly Sarabyn, HubSpot, and Asher Matthew, Partnership Leaders 34:15
1 26 - Creating Exceptional Partner Experiences (PX): The Key to Partner Ecosystem Growth - Lindsey Traub 27:32
1 25 - Partner Ecosystems: Fueled by Hyperscalers, Sold in Marketplaces, Delivered via the Channel - Rob Spee, Vince Menzione 35:30
1 24 - 5 Uncomfortable Truths About Channel Management & How You Can Confront Them - Barb Huelskamp 35:36
1 23 - Partner Marketing: Tips, Advice & Strategies to Stand Out - Ben Wright, PartnerFuel 29:57
1 22 - Live: The State of Partner Engagement and Partner Portals in 2023 & Beyond - Rob Rebholz, Aaron Howerton, Paul Bird 1:00:02
1 21 - How to Align Channel Sales with Your Direct Sales, Darren Bibby 30:29
1 20 - The Effects of Hyperscaler Marketplaces on Channel Sales & Partner Ecosystems 31:23
1 19- We asked MSPs: What Are Channel Chiefs Getting Wrong? - Tim Conkle, Jason Dittmann 45:27
1 18 - Partner Ecosystems: Trends, Predictions & 2023 Forecast with Jay McBain 36:26
1 17 - 3 Partnerships Podcast Hosts Discuss 2022 Trends & 2023 Predictions 48:18
1 16 - The Current State of Partner Ecosystems: What You Need to Do Differently 44:56
1 15 - The State of Partner Ops & Programs Report: Results & Key Takeaways 41:53
1 14 - Five Principles of Successful Partnerships & How to Avoid Dysfunction 32:19
1 13 - How Not to Lose a Channel Partner in 30 Days: Partner Retention Tips 49:12
1 12 - How Partners Vet Vendors & Cringey Things Vendors Need to Stop Doing Now 34:49
1 11 - Is Your Partner Ecosystem Healthy? Check These 3 Things Immediately 29:04
1 10 - How to Create and Best Leverage Strategic Channel Partnerships 41:37
1 09 - 3 Expert Tips on Building a Successful Partner Channel 40:22
1 08 - How Nurturing Partners is Crucial to Untapped Channel Sales 27:56
1 07 - How to Build a Mutually & Equally Beneficial Partner Program 29:01
1 06 - 3 Best Kept Secrets to Creating Long-Term Revenue Streams Within The Channel 28:56
1 05 - How Channel Partners Help Build a Brand’s Authority 36:28
1 04 - Are Your Channel Partners Getting the Attention They Need (and Deserve)? 36:37
1 03 - 3 Little-Known Ways to Engage Your Channel Partners 29:49
1 02 - 4 Best Practices to Lay the Foundations for Your Channel Partnerships 32:11
1 01 - How to Select the Right Platform to Manage Your Channel Sales 32:35
Player FM'e Hoş Geldiniz!
Player FM şu anda sizin için internetteki yüksek kalitedeki podcast'leri arıyor. En iyi podcast uygulaması ve Android, iPhone ve internet üzerinde çalışıyor. Aboneliklerinizi cihazlar arasında eş zamanlamak için üye olun.