How to increase channel sales?

The primary goal when using the channel is to increase sales in aggregate. Start with the big total quota and break it down into smaller pieces that are easier to manage, first by region, then locality, then by individual channel partner. Each member of the channel management team focuses on helping their assigned partners achieve quota through joint marketing activities, co-selling motion, guidance, provision of demo equipment and other tactics. The more each sale includes promotion of the channel partner’s own services surrounding your products, the more enthusiasm the channel partner will have for closing more business.