Seven one-hour sessions for vendor, distributor and/or Partner audiences.
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Channelcorp has created a comprehensive set of Partner Recovery & Growth Programs targeted at vendor and distributor personnel, the personnel of vendor Partners, and the personnel of selected vendor partners of distributors. From one to eight sessions these programs are the leading partner growth and recovery programs in the World designed and delivers by the world’s leading partner recovery and growth consultancy.
What are people telling Channelcorp…right now?
We at Channelcorp have been talking to senior and junior personnel in vendors, distributors, and partners, and they are telling us things. At present we have several Channel and Partner Recovery programs running involving in excess of 300 attendees from 12 countries and 100+ vendor, distributor and channel partner organizations. The programs are making a positive impact on attendees, and showing the vendor and distributor sponsors as “trusted business advisors” in a difficult time.
What are business partners telling us?
The business partners we are working with are telling us that the vendors and distributors they are working with are not talking to them about how to use the vendor/distributor channel programs to help them recover. Some are not talking to them at all! The business partners are telling us that they will remember, “who acted” and that they are pretty sure that there are many programmatic actions that vendors and distributors can take to help, or hinder partners in this type of situation. They are also telling us that that now is the time for vendors and distributors to show that they really understand the businesses of their partners, that they have the knowledge and insights to assist them and they have the willingness, desire, and empathy to help them. Business partners are currently looking for business advisors that they can trust!
What are vendor and distributor channel personnel telling us?
The vendor and distributor channel personnel we are working with are telling us that, for the most part, they are in uncharted territory. Those in this group of management that are under the age of forty, are telling us that they were in their twenties at the end of the 2008/2009 Recession and not even working in the IT industry during the recession of 2001/2002. They are saying that they do not know what to talk to their partners about, and they have no idea how to help their partners with the recovery process. In addition they do not know how to coach their own people. They are saying that for various reasons, much of the “organizational memory” in their companies has moved on…there is simply no one to ask what to do.
What really needs to happen?
Channel partners throughout the industry need to secure their liquidity and assure their stability as rapidly as possible. They must then chart a course to sustainable recovery that has both tactical and strategic components. Once liquidity, stability and recovery have been achieved the partners will need to start growing again. Vendors and distributors can help!