How we can help you / Channel Executives

You are a senior channel executive. You’ve got lots to do.

Your CEO wants to scale the business, and has decided that channels are the best way to do it. There’s only one problem, you don’t have enough partners of the right quality. You need to recruit more, train them more, and get them to commit more time and resources to selling for you. Oh wait - that’s three problems and we’ve barely started.

Yesterday, managing partners wasn’t easy

- it was like herding cats. But today, it goes beyond the fact that they don’t behave like employees: the market has changed. Today’s most successful channel partners are the ones who have adjusted to the changing needs of their customers; now they are solution providers, not box-shifters.

Today, the partners worth having need better value propositions

From their vendors, not just new product or bigger margins. Today, VARs don’t wake up in the morning thinking ‘I must add a new product to my portfolio’. Even if they already resell your existing products, they are still likely to ask ‘why should I invest in people, training, time, and stock, just to sell a new product? Will I get an attractive return on my investment?’

Meanwhile,

You’re pouring money into the channel, but you can’t accurately measure where it’s going or what return you’re getting on your investment.

Channel is a very attractive business model,

But today it’s more work than ever. EIMS can help: whether you want us to recruit new partners, or motivate and activate existing partners, we are knowledgeable, skilful, and credible enough to articulate your business propositions in a compelling and effective way.

And that’s not all:

From finding you the right consultant to helping you benchmark your proposition, through recruiting and training the channel, to supporting them with marketing, leads and pre-sales assistance, EIMS can provide everything you need to develop and grow your channel. We know how.