Success with 'what's next' in global Channels

A dynamic approach to Channels

Drive™ understands Channel trends and can expand your programs to secure new, revenue-producing channel partners that extend the traditional model of Channel sales. We manage the entire Channel value chain - from qualification to recruitment, onboarding and training, support and managing revenue flow. Due to our Channel expertise, we are often asked to build and refine Channel partner programs, optimize tiering strategies, and administer program benefits and requirements.

The changing face of the Channel

What's your Channel profile? When we posed the question to our customers, this is what we heard:

  • Our top Channel partner is actually a well-connected guy in Australia who's just happened to build a network of customers we want.'

  • Our best partner is a law association that has directed hundreds of subscribers to us. They build our credibility and take a smaller cut than a standard reseller.'

  • Our most effective partner could turn out to be a competitor. We have an Integrator in Europe that deploys our software to its clients. But the Integrator is slowly moving into product development and we expect at some point it will launch its own offering. Until then, they're a valuable partner that we'll continue to watch closely.'

  • We've moved away from traditional channel partners and are focused instead on online marketplaces. Our volume continues to grow, we have explicit control over how our product is positioned and promoted, access to some key country markets is simple, and the margins are better.'

Does this sound like your Channel profile? If not, you're missing out on what's next in Channel development.

The reseller myth

Many technology companies today are focused on the reseller opportunity - that mythic company that will rush to promote a product or service to its customers in exchange for a healthy commission. Originally, most resellers were hardware-based. Over time, as hardware commoditized, resellers either became insolvent or moved into software, and even into services - hence, the VAR or Value-Add Reseller. It's true that the top 2-5% of resellers produce healthy business for their vendors. But a reseller-only Channel is sub-optimal. There are a dozen varieties of channel partners that can produce more compelling results, and that can afford to allocate deeper focus to your business.

Rely on Drive™ to build a profitable, global Channel for you.