| Looking at partner profiles for the right company, | | | | The channel marketing team should organize and |
| creating programs, managing the channel networks, | | | | coordinate trade shows and other events in |
| these all need to be handled by a channel sales team. | | | | accordance with new product releases or with new |
| But it is definitely no easy task to get such a team | | | | channel recruits. |
| assembled. A lot of companies will already have the | | | | Channel Sales Representatives - The representatives |
| resources. With just the right re-assignments, a good | | | | are the inside section of the sales team. They serve |
| team could be assembled. Other companies might | | | | as the anchor to the on field people each assigned to |
| have to hire point persons to complete a team right | | | | different territories and under the channel manager of |
| away. So what are the roles that make up this kind of | | | | the corresponding territory. These sales reps will be |
| team? | | | | the contact person for the partners and their needs. |
| Channel Sales Engineer - One such engineer should be | | | | The job covers a whole lot more processes and |
| allotted for each major market area. These sales | | | | administration than the on field section of the team. |
| engineers will find it difficult to function well if they all | | | | Inside Sales Representatives - If the company would |
| have to keep traveling from partner to partner. These | | | | rather not have reseller sales representatives to |
| engineers are people who need to be incredibly | | | | manage the sales revenues, then the inside section of |
| knowledgeable about the product. Their level of know | | | | the team would be Inside Sales Representatives. Such |
| how should be on par with the channel managers who | | | | a strategy will also work for those who want the |
| they would be working with in order close a lot more | | | | sales rep role and the inside sales handling role to be |
| sales. | | | | done by the same team. Having several of these ISRs |
| Channel Sales Managers - These sales managers will | | | | will make it easier to handle opportunities and |
| be the ones on the forefront. They will spearhead the | | | | transactions when they come in bulk. |
| entire team. Each territory should have one such | | | | With a complete channel sales team everything will be |
| manager. They are the ones in the field that should | | | | more organized. Channel marketing, partner profile |
| have everything they need to stimulate the growth of | | | | checking, partner recruitment, and partner development |
| revenue by managing the company's accounts. Since | | | | and management are processes that all require the |
| they will be on the field, they will be the ones meeting | | | | right people in the right roles. Only with an adequate |
| with the partners and communicating with them | | | | and complete team can a channel network succeed. |
| regarding training and channel program opportunities. | | | | Looking at partner profiles for the right company, |
| Channel Marketing - Putting together all the partners' | | | | creating programs, managing the channel networks, |
| info, collateral, as well as updated partner profiles is | | | | these all need to be handled by a reseller sales team. |
| assigned to channel marketing. Inside sales and sales | | | | But it is definitely no easy task to get such a team |
| reps should collaborate in order to create the content | | | | assembled. A lot of companies will already have the |
| that the partners request. A lack of collaboration could | | | | resources. With just the right re-assignments, a good |
| result in mismatch in requirements. For example, | | | | team could be assembled. Other companies might |
| different marketing personnel make several templates | | | | have to hire point persons to complete a team right |
| and marketing materials that do not fit under a main | | | | away. So what are the roles that make up this kind of |
| theme | | | | team? |