How to Develop a Reseller Channel and/or Become a Vendor Partner

Duration: 1.5 - 2 Hours

Launching and managing strategic sales partnerships or being an authorized reseller is a complex, expensive investment. When managed correctly, it can reduce your sales operating costs and increase your market share. When incorrectly handled, it can slow your top line revenue growth and disrupt your entire business.

Through this teleseminar, we will look at the best practices on becoming a business partner with a large vendor, how to maximize your success, and how to set-up your own business partnerships and reseller channel.

What you will learn:

• 11 ways to evaluate your business partner or vendor
• How to use the concentric circle model to increase your revenue capture success
• 7 variables that should be in every vendor or reseller agreement to make it fair to both parties
• 9 reasons why most reseller channel partnerships are a waste of time
• How to manage your channel partner's manager so they help you sell more
• How to assess your company's business needs to determine if a channel is the correct way to grow revenues
• The top business requirements you will need to set up a channel or to become a successful business partner with a vendor
• How to set up and manage your channel reseller program to make it successful using a master scorecard checklist
• How to determine what your budget investment should be to set up your sales channel
• How to calculate sales quota for your channel or reseller program