How to Find and Motivate Your Buyers, Part 10
November 3, 2010
Finding channels alone isn’t enough. You need to give them a reason to push your products.
During OpenView’s Market Segmentation forum in March, advisors like Luke Hohmann discussed topics relating to a number of channel-related issues. In this particular video, the speaker focuses on discovering channel paths. And the second part of this process – motivating those channels – is also examined in close detail.
As a company, when you’ve found the perfect channels to do your bidding, you’ll need to act on the partnerships. You need to determine the path that your channel is going on and how that intertwines with your greater plan.
If you can convey to your channel partner that a symbiotic relationship will drive profits for both companies, you’ll be able to easily form an alliance. Watch the full video for more information on this topic.