Partner Enablement

The better enabled your partner sales, service, and operations people are the more productive and efficient they can be in representing you.

What’s the difference between enablement and training?

Enablement always includes encouragement. You want to build your partner's enthusiasm about selling your products.

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What resources are available to help me with channel enablement?

There are companies, some started by former IT channel executives, some by others, that offer channel enablement services.

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What is the definition of “channel enablement”?

Enablement programs go beyond training about those products and focus on what you want your partners to do; namely sell them.

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Is channel enablement mainly a sales function?

It would be if all you wanted a channel partner to do was sell your products. Without marketing that would be, at best, difficult.

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How should I train my channel partners?

Channel partners are best trained as members of your own company. They must learn the strategy behind your products and services.

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How should I develop my channel partners?

There is no "cookie cutter" for channel partner development. Each channel partner is different, and strives to be so.

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How important is channel enablement?

You waste invested time and money when you don't enable partners. It's like expecting a battery operated toy to operate without batteries.

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