By dealing with conflict between competing channels to implementing fair pricing policies, from the world of the international channel manager, there is never a dull moment. With ever-increasing complexity in the relationships that providers have with their various channel partners, it is often hard to set up rules and practices which can be applied universally.
Having said that, there are some principles which never alter and 5 of the most common pitfalls that we have encountered in 25 years of developing sales through channels are as follows.
iptv providers – anticipate the channel to take a business risk which you wouldn’t be prepared to take – most providers feel that the channel ought to be prepared to takes dangers (carrying stock, extending guarantee, supplying customer credit, for example) that the it would not be prepared to take in this marketplace. If it is not an acceptable business risk for you, the odds are, it is a lousy pick for your channel partner as well.
The reason you’re using the channel in the first place is because it has relationships with your target clients. The day you damage the channel’s connection with its end-customer or try to bring it over, is the afternoon the channel ceases trusting you as a provider.
But individuals are still folks and the particularly where there are cultural and language barriers, the significance of meeting people and breaking bread along with your spouses has never been greater.
It’s not sufficient to deal with the senior management; be certain to realize which people in the channel receive a success when your products or services sell. Then build relationships together. They’re the people that may make or break Your Company in the long-run
Effective Channel Development Tip 5 – Demonstrate unswerving loyalty – like any partnership, a channel relationship depends hugely on the trust that exists between the 2 individuals accountable for its day-to-day functioning. Break that trust once and it’s almost impossible to rebuild. Thus, don’t make promises your organisation can not keep and never allow the channel learn about your plans for its economy out of a third party.