Channel Priorities in 2010
There is no denying that it’s been a tough, tough year for many in our industry. With signs of “recovery’ around job growth (albeit small and certainly protracted over the next 12-18 months) and improvements in the stock market, there is certainly room for optimism in the coming year ahead.
But for this past year our clients have managed their budgets much more tightly and with an eye towards spending on only those things that correlate directly to tangible benefits whether that be operational efficiencies or actual sales revenue.
We’ve discovered some consistent themes in terms of channel priorities for 2010.
• Remodeling and validating partner programs
• New incentives to drive specific behaviors within channel
• Optimizing existing channel “spend”
• New markets
• Optimizing internal sales teams
• Partner training and enablement
We hope these insights have been helpful and that may be able to use them as a benchmark against for your own strategic channel planning process for the upcoming year.