Channel Sales Financials equips vendor channel sales people to speak the ‘financial language’ of partner CEOs. When channel sales people can credibly carry on financial conversations about partner financial issues and constraints they help partners solve business problems, stimulate partner investment and build highly differentiated executive relationships built on trust and mutual respect.
If your success depends upon a motivated group of channel partners who actively sell your products or services – you need partners to commit their resources and invest. Partner executives and business owners must balance many competing investment alternatives and demands on their cash and other resources, so everything you need partners to do has to be well thought through and financially justified. Many partner CEOs complain that vendor sales people don’t really understand their business and have little feel for the impact of vendor requests and demands on their cash and profit. They eagerly seek relationships with vendors who can ‘speak their language’ and can explain the financial benefits of their proposals.