Archives for January 2015

Super Bowl Edition: Share your playbook with your channel

superbowl-trophy-hed-2013I started my  Sunday evening the same way I start every Sunday evening.   I read my good friend Anthony Iannarino’s weekly Newsletter.  Beyond being a good friend, Anthony is an author, professional speaker/trainer, and writes daily at The Sales Blog.   If you want your sales organization to have an edge and become a “Level 4 Value Creator”, you need make Anthony apart of your Sunday too.

Anthony starts today’s newsletter reminding us when a team acquires a new player, that player is given a playbook. Inside that playbook is every play the team runs and the player is expected to memorize the book and its plays, cover-to-cover. He or she is expected to know how to execute his/her role so that the play—and team—succeeds.

A good playbook integrates all of their product knowledge, their sales process, their buyer’s roles, the necessary sales dialogues, and competitive information in some format the salesperson can actually use. Anthony goes on to point out the challenges facing sales organization who do not have a playbook or are not fully utilizing their current playbook.  He presses further on the importance of the playbook issue by sharing ideas for developing a playbook.

But WE go-to-market through a Channel.  Our channel partners are the ones that execute the plays in the field.   This is where most channel organizations fall short.  If you don’t share your playbook with your channel partners you will not make it to, let alone win the Super Bowl.  Share with them the playbook that got you to be a leader in the industry.  In a meeting, share the goals for the entire channel ecosystem, and why their role is so critical to the channel’s overall success. The companies that are able to do this well tend to have the best and most loyal channels.playbook-ipad-chalkboard

A great way to share the playbook with the channel through a Channel Incentive Program that rewards for Steps-to-the-Sale behavior.  Reward for knowing the playbook and executing plays that win new business.

Similar to a new NFL player and coach, do you share your playbook when you acquire a new partner?

Let’s make it a great week moving the channel!

Move the Channel,


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Channel Marketing Reminder from Mrs. Disney “He did see it, that’s why it’s here.”

Mickey and MinnieOn October 1, 1971, five years after the great Walt Disney passed away; Disney World had its grand opening. During the dedication ceremony, someone turned to Mrs. Walt Disney and said, “Isn’t it a shame that Walt didn’t live to see this?” Mrs. Disney replied, “He did see it, that’s why it’s here.”

Walt Disney World sits on forty-three square miles—nearly twice the size of Manhattan—of some of the most valuable property in the state of Florida. Originally, it took seven years to plan, and more than four years to build. Such an enormous undertaking, I think you’ll agree, could never come to fruition without a great mind having a clear vision.

When a channel professional lacks vision we lose in two ways. One is not having a vision at all, “Where there is no vision, the people perish.” I think we can all agree this is true for every aspect of business and life. Many times I have seen good companies walt-disney-florida-mapwalt-disney-with-map-of-florida-olp-travel---news-viewsolp-zzuys1w3with good products try and go-to-market through a new channel. But they don’t have a plan; they haven’t refined their vision beyond the basic premise of selling and distributing their products to a larger universe. They don’t know what to expect from their partners, nor do they fully realize what their channel program could become. It seems like 100% of the time these new channel efforts fail. WDW Opening Day 01

For the more mature channel we can fall short in a different way. Often times we as manufacturers or distributors will fail to cast or properly communicate our goals to our partner. If we don’t explicitly show them the mutually beneficial vision of the partnership and the larger channel ecosystem, we risk leaving partners behind or worse: they switch to a competitor that has more effectively communicated a strategic vision.

How do we know Walt Disney effectively communicated his vision to his partners? It’s a fact that he spent seven years planning and communicating his dream of Disney World to those people who could turn it into a reality. And that’s exactly what they did. Five years after he passed away, his partners continued to carry on the relentless pursuit of Walt’s amazing vision. Today, Walt Disney World is one of the most recognizable icons in the world.
Have you shared your goals and vision with your channel partner? Do they understand how they are an important component of that vision, and why it is exciting for them to share it with you?

As always, send me an email with your thoughts and comments!

Move the Channel,


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Get in Shape for the New Year:   Give your Channel a Metabolism Tune-Up

header-photo1The term metabolism simply means change or transformation. It relates to various processes within the body that convert food and other substances into energy and other metabolic byproducts used by the body. It is a necessary function that enables our body to maintain its working parts, repair damage, rid itself of toxins, and much more.

Just like our body our Channel needs to maintain its working parts, repair damage, rid itself of toxins, and much more.   Although we can’t control everything in the channel, here are 5 things that we can do to help us hone your channel’s “metabolism”


Improve “Cardiovascular Fitness”

What does a cardio workout look like in the channel? For starters, it’s all about consistency, and there’s no better way to improve consistency than by communicating frequently throughout your distribution channel and setting up regular channel rep meetings and joint customer calls.   These activities are the equivalent of  your weekly dose of your personal fitness cardio workouts.  Keep in mind: Consistency doesn’t mean you just go through the motions with minimal effort. Sure, a short walk every day is good for your health, but it won’t really do much for your overall fitness. To generate the kind of results you’re looking for, you need to work up a sweat. Your “workouts” should feel like you’re training for a marathon. So, go hard and make sure you’re getting the most out of your communications. Set concrete goals for your meetings and monitor the progress you make with your partners.


Build Lean “Muscle”

If you want to build lean, toned muscles, you have to hit the weights. Don’t worry, most of us don’t work out hard or intensely enough to get bulky.   While cardio workouts can be good for your heart, it’s the heavy lifting that builds muscle. More muscle in the channel means more impact and engagement from you partners.   Heavy lifting sounds hard…  But don’t worry. You can build muscle without making drastic changes to your everyday business routines. Here are some Heavy ideas that don’t require constant attention and with the right vendor can be planned, marketed, and executed without adding resources:

Eat Smaller and Frequently 

The feast of a big deal is cause for celebration, but you should also be rewarding your channel for smaller, bite-sized accomplishments. This is why your channel incentive program should include Steps-To-The-Sale (STTS) incentives for each successful deal registration, product training, account introduction, etc.

Drink 10-16 glasses of water daily

Just as our body needs to be replenished with water every day, so our competitive edge requires fresh ideas and perspectives to keep its engine running. There are tons of great resources out there that can help you build your knowledge of channel developments and best practices. Try reading and some of these resources like Move the Channel and Channel Maven. Join communities and discussion groups in LinkedIn and make sure your strategies are keeping pace with the changing demands of the channel. FB_FitnessGroup

Get seven hours of sleep

Pounding the pavement and working hard in the field is how you often find success in the channel, but make sure you and your team take time to recharge your batteries.  Do this by attending channel conferences and other industry-related events can be a great way to absorb new ideas and become a thought leader in the field. I know these conferences can be tiresome and action packed, so make sure b/t the important meetings and networking to get some sleep and enjoy an amenity or two.

It’s the New Year.  Let’s make 2015 the best year yet!

Move the Channel,


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