Proven Approaches to Drive Revenue from Your Alliances and Channels

Note: You may want to Bookmark this page and revisit periodically to see what new materials have been posted that could be helpful to you and to your company.

Where are You Today?

• (Understand the Root Causes) Why Do Companies Struggle to Drive Revenue from their Alliances and Channels?
• Are You Executing Out of the Box – or are you Missing out on Revenue Opportunities for your Products and Alliances?
  • Find out with the “Climbing Out of the Box™” Checklist
  • What Causes Products and Alliances to Miss Revenue Targets?: Two Common Gaps in the “GTM Bridge”

 

Overcoming These Challenges to Drive Revenue

Over the years I’ve developed an integrated methodology that overcomes the “Four Boxes” and defines a new way of building an Alliance and Product GTM that I call, “Building a GTM Bridge” .  A visual depiction of the approach is shown in Figure 1 below.

Figure 1: Building a “GTM Bridge”

 

Approaches for “Building the Alliance GTM Bridge – Proven Best Practices

As part of “Building a Bridge” we need to define specific approaches for each of the building blocks of the Bridge (e.g. Solution, GTM Program, Field Alignment and Sales Channel Execution) in a way that connects with the customer and aligns your organization to support the GTM program execution. In the coming months my blog posts will provide detailed insight into all of the elements, and I will be organizing and linking these posts from this page (The Proven Approaches to Execute Out of the Box page).

Bridge Element	Best Practices / Blog Posts
Solutions	Do you need to be selling “Solutions”? What 3 Questions Indicate Whether You Need to Sell “Solutions”? (and when does selling “Product” work better?…) Do Your Product Business Units Lead to (Product) “Push” Marketing (and Missed Revenue)? How to Market and Sell “Solutions” The Three Types of “Solutions”: Which One Do You Use to Market and Sell? The Solution Blueprint: A Visual Tool for Creating Solution Messaging that Speaks to Customer Needs The Recipe for “Productization” 3 “Productization” Steps to Help your Channel Sell More of Your Product Step 1 – Define the “Solution Menu” Partners Can Sell to Drive Product Sales Step 2 – Create a Solution Enablement Toolkit (SET) as the “Recipe” for Marketing, Sales and Delivery Step 3 – Use a “Solution Cookbook” Portal to Communicate the “Solutions Menu” and the “Recipe” to Partners
GTM Program	Is Your Channel Program an “Onion”? Leveraging the “GTM Wheel” to Build a Program that Drives Revenue
Field Readiness	What Causes Products and Alliances to Miss Revenue Targets?: Two Common Gaps in the “GTM Bridge”
Program Execution
Closed Loop Feedback (Measurement)	3 Steps to Monetize Your Alliances: Options to Measure the Revenue Impact Measuring Alliance Impact: Are You Operating in the Stone Age of Deal Registration?

 

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