As tricky as CRM seems, it’s nothing compared to managing relationships with indirect channel partners. I often joke that it’s CRM to the second power: You must not only manage the CRM tasks you always needed to do to create a relationship with end customers, but also enable partners to sell, service and support on your behalf. When it comes to selling, reseller partners are motivated. Dollars speak a language all their own, and once a reseller sees that a vendor’s products bring a good return, that message is heard loud and clear.
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4 Sharp Tools for Honing Reseller Loyalty
Posted by: Christopher J. Bucholtz March 17, 2014 06:45 PMAs tricky as CRM seems, it’s nothing compared to managing relationships with indirect channel partners. I often joke that it’s CRM to the second power: You must not only manage the CRM tasks you always needed to do to create a relationship with end customers, but also enable partners to sell, service and support on your behalf. When it comes to selling, reseller partners are motivated. Dollars speak a language all their own, and once a reseller sees that a vendor’s products bring a good return, that message is heard loud and clear.