Finding the “Partner” in Channel Relationships
John G. Shulman, President, Alignor
Channel relationships can make the difference between meeting our objectives and falling short. Yet influencing channel “partner” behavior can be difficult at best, and often proves elusive. This is true for a variety of reasons, including divergent channel business models, capabilities, priorities, and objectives. In this webinar, we will explore how you can apply the principles of interest-based negotiation to influence channel decision-making, relationships, and effectiveness. We will see how a SAM can ensure alignment with channel partners, where feasible, and find creative solutions to minimize channel friction and achieve superior business results.
Key learnings:
- How to identify and build on areas of alignment with channel partners while managing divergent priorities and objectives
- How to develop creative solutions and asymmetrical value/costs to improve alignment with channel partners
- How to use leverage, where appropriate, to influence channel partners without damaging important channel (or account) relationships
- How to influence channel partners’ perception of risks and opportunities through relevant, credible, impactful “cautionary tales”