Channel Sales Strategy for Google Apps

Google has moved from just a search engine to telecommunications and software manufacturing. It’s amazing to think that Google started out with just a clean webpage with a text box and two buttons. With cloud computing solutions ushering a wave of new vendors seeking opportunities to provide services long confined to traditional software that needs installation, Google is staking its claim on a slice of that delectable cloud pie with innovative channel sales strategy designed to entice large and small channel partners.


channel sales strategy

In their quick start video, the company explains why they need partners in order to sell their products. Users need a trusted and reliable reseller to explain the benefits of the application. Just because Google is a name that even your grandparents have heard of, it does not mean people are going to start using their paid apps.

As a newbie channel partner, I find that Google’s Reseller Program to be a very streamline and simple program. I don’t know how else to put it, but it definitely has that Google feel. While as a channel partner, my relationship with my clients and customers are the assets, Google’s involvement, does not mean that relationship will shift to the company. Instead, the former just-a-search-engine encourages partners to foster that relationship, recognizing the trust placed on the reseller as an expert in the software industry.

The cloud based apps include the following products: Gmail that can contain 25GB per user, calendar and email mobile applications, docs application with 10GB of storage, migration and integration tools, and increased security for the cloud.

As expected, the company comes complete with a partner portal for channel partners. A partner portal plays a very important role in channel sales strategy in every product. From the looks of it, the channel program contains marketing materials, customer databases, lead registration and more.

The Three Components that Make Channel Management Successful

Channel management services are increasingly gaining popularity in the world of business. Various industries are looking to them for better performance and increased productivity as partners are able to effectively transport goods and services down to their target consumers. But what are the components that helped cement the success of these services? I have identified three, and they are the following:

Partner Portals – Managing partners can be a taxing responsibility, especially since they can be located in various places even outside of the country. Effective partner relationship management is dependent on efficient and effective communication and collaboration, and partner portals can guarantee both. They are web-based applications that allow the parent company and the different channel members to interact with one another and share important information, training programs, and other vital resources for an exponential increase in sales performance.


channel partner strategy

Deal Registrations – These are very beneficial to all the members of a channel distribution network and its end consumers. These can help improve business relationships by widening and deepening them. Healthy partnerships results in increased partner loyalty which means more sales and profit. In addition to this, they are also very useful in dissipating channel conflicts which can have the serious potential to harm the pipeline.

Lead Management Programs – The funny thing about leads is that they are so hard to obtain even though they are extremely needed. Having programs for lead management will provide partners with the information and tools necessary to get leads easily. Once they are obtained, it is very important to execute proper management strategies to follow up on them.

I think that channel management services that provide all three of these are sure to be very reliable and successful. Having partner portals, deal registrations and lead management programs is evidence of a company’s dedication to their partners’ needs and motivation, thereby showing their impressive managerial skills in the handling of their sales network.

Why Bother with Partner Loyalty?

If you are a business owner like me, then you should understand the importance of your channel partners. Basic knowledge of channel management strategies will tell you that a channel distribution network depends on partners to transport goods and services down the pipeline from manufacturer to end consumer. In other words, they keep the flow going so that you enjoy more profits.


partner profiles

However, knowing that they’re important is not enough. You have to take the time to analyze and invest in a channel management solution and a partner portal so that partners are well-managed and taken care of. This way, you can inspire loyalty amongst your channel members. But why even bother with partner loyalty?

Believe it or not, loyalty is a big part of a channel’s success. If partners are loyal to a company’s channel, then that implies that they are committed to making the business work. That is to say, they will work hard to make more sales and become more productive for you and for themselves.

To inspire loyalty in your partners, you need a good channel management strategy and a partner portal. A portal is a web based application that grants access to those who have been provided with authorized logon credentials. Once logged on, members can enjoy the benefits of accessing important information, pricing details, channel programs, training, support, trends and other resources that are pertinent to the enhancement of their performance. They get to know about various incentives which will push them to perform better. Furthermore, they will get to know your company and your product line more which gives them increased confidence to make sales and interact with the end consumers.

The bottom line is that you should not be complacent with just knowing that partners are important. You should do your part as a parent company to provide them with the knowledge, training, and support, so that they will know that you are a credible leader who deserves their utmost effort.

RelayWare Channel Management Partner Portal Review

The problem with other partner portals is that they don’t really create solutions for vendors with complex business procedures. Portals are created for vendors and resellers to provide: 24-7 open communication and support, complete and up to date product information, simple and user friendly interface, integrated database, and finally, reliable CRM (Customer Relationship Management) and CMS (Content Management System) modules.

I highly recommend Relayware for vendors seeking solutions for their channel management needs. This web-based application can be integrated with the vendor’s database or file management system. Content management is easier; it supports multiple languages and also can support a number of sites. Distributors, VARs (Value Added Resellers), DMRs (Direct Marketing Resellers), Administrators, etc. have their own customized interfaces. This is especially helpful to not so savvy members of the partnership. Training time will be minimized with a system that is direct to the point and easy to operate. I commend the developers for the simple but logical design of the interface.

The system can be customized by the Systems Administrator to reflect only what they want the resellers or other partners to see. This way, they system protects data that a partner, for example, is not privy to. No programming or html skills are needed to integrate the system to the company’s site and database. Using the file management system, partners can create their own database of customers. They can input the information using any browser as long as they are registered users.



partner channel

Relayware includes a deal registration that is integral to the partnership. Resellers can upload potential leads that the vendor can deny or approve at real time so no time is wasted. By entering the data into the sales pipeline, the application will be able to compare the deal and reject duplicate deals preventing channel conflict.

All these conveniences means that channel management will be a smooth process for the vendor. Resellers will be motivated to register deals and customers, and vendors will be able to facilitate the sales which will result to increase revenues for both parties.

Improving Partner Performance by Combining Channel Management and Partner Portal

A partner portal is a web-based application you can use to improve partner performance. The continuity of excellent performance within a distribution network is dependent on constant improvement. This is severely important especially during these tough economic times where numerous channel-centric industries are experiencing a wide array of challenges and problems.


channel management solutions

The special design of these portals increases the collaboration and communication amongst partners and between manufacturers and partners. Channel members are able to gain access to important information, resources, leads, programs, incentives and so much more. Moreover, managers will be able to provide them with the support necessary for them to perform optimally and become substantially more productive. Parent companies will be able to enjoy an increased transparency of operations and performance. They will be able to identify high-performing and underperforming affiliates and act accordingly.

However, a company that is equipped with the most recent and best technology, solutions and software cannot successfully vie for success. This is because having a partner portal is not enough. Business owners should do well to use the best strategies in channel management and combine it with an excellent partner portal. This is the best way to overcome a variety of problems such as the lack of communication and collaboration across a channel, failure to collect and analyze appropriate data, lack of business alignment, the vendors’ tendency to focus on high-performance affiliates, and unappealing incentives.

With the help of channel management strategies and a partner portal, companies should do the following to improve the performance of partners: look beyond performance; collect and analyze the right kind of data and information; communicate and collaborate effectively; and provide rewards and incentives. Achieving all of this will most likely guarantee a significant improvement in performance. A great tip that all channel-dependent companies should remember is that partners are essential to the distribution network and deserve fair treatment.

Adventure in Harrison's Cave in Barbados

Swimming and snorkeling the Caribbean Sea for 3 days could be a tiring adventure. My friends and I decided to take it easy on day four so we visited Barbados' famous Harrison's Cave. According to some guests we met at our Barbados apartment hotel, it is a must-see so we headed out to experience it for ourselves.

The admission fee was affordable at only BDS$60.00 for adults and BDS$30.00 for kids. I think locals get a BDS$10.00 and BDS$5.00 discount respectively.

A video presentation is the introduction to the tour where it was explained how the island of Barbados came to be.

There was a tram that took us around the cave system and a tour guide telling facts and stories about it. The stalactites and stalagmites were amazing. There were pools and streams of water that can rival the most expensive bottled water. The water is safe to drink, according to the tour guide, because it is filtered naturally by the limestone. There were waterfalls cascading all over the cave too.

The cave is full of crystallized limestone and it's amazing to think that even now, the cave is still transforming. The lighted caverns emphasized the natural features of the cave that nature had been forming for thousands of years.

The passengers of the tram are allowed to disembark on two locations for photo opportunities and a chance to get a closer look.

It's a bit sad to me this over-developed feel of the cave. Instead of trekking on foot, we have this Disney-like ride that lessened the sense of adventure. It doesn't take away its natural beauty but what is lost is the experience of exploring the cave at your own pace. I would've loved to explore other nooks and crannies of the cave that were not included in the tour.

I heard that redevelopment plans are on the way to improve facilities like parking and create commercial establishments like souvenir shops and restaurants. I hope they aren’t planning on putting up Barbados apartment hotels right on the caves! The plans look like it is a massive undertaking. I hope the government of Barbados knows what their doing, otherwise, I'm afraid they'll over-commercialize the place and lose the natural beauty the visitors flock over there to see.

Elearning Solutions

Elearning solutions have always been available for use. But some companies do not like it. Why is this? Aren’t elearning solutions advantageous since it is a very cheap alternative to trainers in a classroom set up?

Our company has been one of those companies that did not trust in elearning. This is easy to explain. The reason was because my boss is an old fogey. He did not trust that much in technology. But of course as the boss of a company, he has long been acquainted with much of technology. He knows how to use a personal computer and surf the net through his smart phone just like any other bloke. But the fact was that he still has some deep seated biases against the technological age, and this reflects in his preferences. For example, when looking at applicants for the company, the boss does not credit online courses as any proof of skill in the resume. He still prefers those who have enrolled and finished courses in the traditional classroom setting. This is true even if the courses are about information technology.


elearning

So that is why we still do not use elearning solutions even for our internal company purposes such as for employee development. But people keep trying to convince him that really, elearning is the future. Thank goodness that the recession came. It seems he is now about to have no other choice, especially after hearing about the news that several prominent institutions that offered IT courses in the classroom setting had to close down because they were not cost effective and the recession was getting to them.

So now, after a couple of months, it seems that our company is finally going to enter the modern age. We have no other real recourse really. It was either we adapted by using elearning solutions or we succumb to a slow and painful descent to destruction by not being able to compete.

outsourcing helps