Improving Channel  Manager Performance Through Automation

CJ1. Welcome to the first episode of the Channel Journeys podcast. My guest is an entrepreneur who has developed an innovative solution to a classic problem – how to increase the performance of channel managers.  Gary Morris is the founder and CEO of Successful Channels and the creator of the 5-minute channel manager toolkit.  Get to know Gary, the channel journey that led him to take the entrepreneurial leap, and the mission he is on to improve channel manager performance.

KEY TAKEAWAYS

  • Gary built Successful Channels to provide the under-served Channel Account Manager with automated Partner Planning & Performance tools.
  • The channel has been slow to adopt new technology due to cultural resistance, but that’s starting to change.
  • Joint business planning and Quarterly Business Reviews drives drives more predictable performance and accountability of both the vendor and the partner.
  • Score-carding breaks down silos and builds collaboration between channel managers and the sales team.
  • Providing an easy and consistent way for Channel Managers to conduct partner business planning, score-carding and QBRs will dramatically improve partner performance.

LINKS & RESOURCES