The holidays are fast approaching! Sadly, there are still many people who dread what they consider to be a stressful time, seeing family members who they don’t always get along with. I’ve talked to many friends who possess this “you are stuck with your family” mentality, making what should be a joyous time difficult and demanding.
Interestingly, my channel marketing peers often express having similar reservations about their channel partners around this time of year. Much like a family, they too are in many ways “stuck” with the channel partners they do business with. Now, as someone who loves both the channel and his family (in-laws included), I’m always a little disheartened to hear that others feel this way. Life is too short, in my opinion, to maintain this “stuck” mentality. Fortunately, I’ve discovered a cure for this common dissatisfaction, and I’d like to take a moment to share it with all of you.
As channel marketing leaders, we often mastermind solutions or search for ways to transform our channel partners so that they come around to seeing things our way. For example we might up the requirements for training or develop Platinum Tier to strive for. These are bad things. But as a strategy, this alone isn’t enough. It’s true, a well-designed Channel Incentive Strategy is often essential to channel success. However, there’s something even more fundamental to your business, something that first must be in place to serve as a foundation for that success.
Now, what I’m about to suggest isn’t a magic bullet; it won’t change things for you overnight. But if you apply it to each partner engagement, in every channel marketing program planning meeting, this insight can lead you to channel partner tranquility through the holidays and beyond. Are you ready for this pearl of wisdom? Here goes:
Every time you go to meet with a partner executive or partner sales person, ask yourself two questions:
1) How can I make their lives a little better today?
2) When I leave here today, will they be glad that I came?
That’s right. The key to channel success isn’t a genius marketing strategy or the perfect channel program. It all starts by accepting them for who they are and then looking in the mirror and asking yourself those two questions.
And the best part? You can also use this technique to help you better enjoy the next holiday get-together with family!
Try it and get back to me with your thoughts.
Move the Channel,