Fast Start to 2021

Here we are, the week between Christmas and New Year’s. Typically, we’re unsure what we should be working on because half of our staff, partners, and clients are out of the office. However, after the year we’ve had, if you’re anything like us, you’re trying to figure out how to have a fast and lucrative start to 2021.

We can’t spend Q1 ramping up as we usually do. We have to enter this year with fire in our eyes and hit the ground running.

So, what’s the plan? As much as we wish that when the clock strikes midnight on January 1, 2021, that everything would go back to “normal,” the hard truth is that it won’t. Our staff will still be working remotely, and most of them will continue doubling as teachers, so we need to find a more effective way to focus our teams.

In our last blog, we wrote about how the partner of 2020 isn’t the partner of 2021 and how this change is being led by digital transformation and a younger generation of salespeople. We explained the importance of automating your channel business’ process and how this should be a top priority in 2021.

We now want to focus on your plan to achieve this and have a fast start to 2021. This blog isn’t going to be a long-drawn-out list of 10-steps. No, we recommend you focus on three essential items: stronger sales conversations, better data, and a larger percentage of mindshare. And luckily for you, if properly supported, these can easily build off one another.

  1. Better support your sales staff in having stronger sales conversations. As the salesforce continues to get younger, your cluttered PRN and outdated marketing collateral no longer suffice as support. It’s time to alter your current partner support process that mainly focuses on lead generation to encompass all of the sales conversations they’re conducting – for example, contract renewals, license renewals, and cross-selling opportunities, to name a few.
  2. Provide your C-suites and partners with better data. We know that the data you’re currently providing (if any at all) is done at the end of the quarter or call day. While this data may seem healthy, unfortunately, it’s not because you’re receiving and passing it along after the quarter is over, and changes can no longer be made to change the trajectory. It’s critical to offer your team data and insights in real-time when changes can still be made to ensure ROI and other indicator metrics are met.
  3. Gain and hold onto a larger percentage of mindshare. If the two items listed above are met, mindshare will happen organically. Salespeople are more inclined to sell a product when they know they’re adequately supported – for example, being provided more substantial sales support that results in better outcomes, and better data communicating these positive outcomes, which leads to increased rewards.

These points can all be met with the right tools, or should we say tools. As channel experts, we not only understand and recognize your pains but have developed a tool to help alleviate them. Contact our team to learn about our digital platform if you’re ready to facilitate a fast start to 2021 at scale throughout your entire channel ecosystem.