So, what is the solution for a struggling channel?
The channel partner community needs more help developing a unique value position in the marketplace if they are expected to drive a lead stream in a Sea of Sameness. They need help breaking through the clutter with clear business value messaging. We’ve developed a solution that does that: the Right Offer Workshop
We believe this can be done, and done affordably by leveraging many tremendous partnerships between channel owners and partners. The challenge will be how to be most effective with limited available resources on both sides to work at driving the most success and revenue.
Here is what we know is true that we can leverage.
In mature markets, like ERP, we know that target prospects are looking most for clearly differentiated, highest possible impact on their business bottom line.
What we need to do then is work together, to bring individual partner based, personalized prospect business impact to the spotlight. This will not be easy, but we can do it.
At Frantz Group we have developed and matured methodologies to help the micro vertical channel partners reflect on the financial benefits that their custom fit solutions bring to customers. We have learned how to help them form the words to fairly and accurately talk about results achieved in their real client situations. This is where effective technology lead generation can begin.
We help them place these benefits before the market in findable, compelling ways. We help them stay on these benefits from the beginning of the marketing cycle to the end of the sales cycle.
The result is that often, with time, channel partners can grow in the current markets they serve and add new ones. They can be even more clear with their customers on impact of solutions they install ans drive higher customer satisfaction.To those of you immersed in either side of the channel, the essence of our message is it requires a team who plays together to win the channel revenue growth game.