5 Suggestions on How to Develop a Seamless Experience for Channel Partners when Moving to a Cloud-Based Portal
Why do we go to the movies on a crowded Friday night?
What’s the point of making a reservation at an expensive 5-star restaurant? Why are live concerts more entertaining than listening to a song on the radio?
The reason is: The experience.
Experiences are what helps us to grow and appreciate life’s many pleasures. They are what forces us to take a chance and step outside of our comfort zone. Experiences teach us that seeing is much more potent and meaningful than imagining.
Now, in the channel industry— (I know, how in the world is this even remotely relevant?)—experience plays a pivotal role in developing a successful B2B relationship. Creating a good experience for channel partners is the essence of a solid business infrastructure—and without one—ideas stay stagnate, communication evaporates, sales suffer, ROI is nonexistent and partner longevity becomes an implausible objective.
So, where does a business start in creating a good experience for partners? Well, firstly, and most importantly, through a well-designed, easy-to-use and comprehensively intuitive, partner portal platform.
Take a look at these 5 suggestions on how to develop a seamless experience for channel partners when moving partners to a cloud-based portal.
Business Transformation Assistance
As a vendor, you most likely have a good understanding of cloud-based systems and PRM solutions; on the other hand, your partners may lack the basic fundamentals to efficiently and painlessly transition their marketing infrastructure via a partner portal platform. Technical assistance in the form of demos, FAQs, PowerPoints, readily available customer service, customized program enablement and an allocation of all necessary info that may be needed for moving to the ground to the cloud should be promptly provided.
Alleviating Partner Expenses
A partner portal platform will inevitably save you and your partners a plethora of wasted revenue and labor; however, the beginning stages of the transition (manual to cloud processing) may be financially and tangibly burdensome. To alleviate this issue, it may be wise to assist partners in the form of paying a more handsome reward during the “bridging” process of the portal set-up.
Each channel partnership is unique; as so, each channel partnership should receive a strategy tailored to their needs, bottom line, resources, objectives, ideas and go-to-market policies.
4 Step Portal-Customization Process:
1.) Evaluate—Assess partners’ business goals, internal resources, and industry status.
2.) Empower—Provide the necessary cloud-based resources to assist in the enablement process in using the portal.
3.) Mentor—Physically mentor partners by hosting external coaching and how to use portal for efficiency and effectiveness
4.) Stimulate Motivation—automate channel incentive eligibility process via easy-to-use comprehend programs that possess limited obstacles and tedious requirements.
Match Marketing Programs on Partners’ Needs
Some channel partners may endure problems producing effective marketing campaigns; some channel partners may have trouble closing deals on leads efficiently; some channel partners might feel their vendors don’t endorse their accomplishments and steer clear from engagement—the list goes on and on. The better you can identify the weaknesses and/or needs of a specific channel partner, the better chance you will have designing the right incentive program.