Channel Enablement Methodology ©
Why Channel Enablement Methodology? ©
In the current economy many organizations are seeking to lower their cost of sale, and reach new markets by expanding and strengthening their distribution channels. Identifying the right partners, with the right capability, with the right mindshare has never been more challenging.
Channel Enablement Methodology (CEM), provides a repeatable set of best practices and skills that address the following questions:
- How do we build territory plans that define industries, solutions and partner revenue potential?
- How do we build and manage a pipeline of partner opportunities?
- How do we enable joint plans focused on specific partnerships and customers, which drive mindshare, accountability and execution?
What is CEM?
Channel enablement methodology is a set of best practices and skills that are repeatable. CEM builds on your product, marketing and sales strategies, to help you drive improved execution and accountability with your chosen channel partners.
CEM helps your partner organization to:
- Map the right partners to the right customer segments and define the resources required to execute
- Learn to apply pipeline development and forecasting principles to increase predictability
- Build on your relationship management skills to drive partner preference
- Develop high impact joint plans that drive accountability and execution.
- Learn facilitation skills required to deliver collaborative joint planning engagements internally and externally.
How is CEM delivered?
CEM is delivered through a series of face to face and virtual engagements.
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