{"id":2276,"date":"2018-09-28T06:00:00","date_gmt":"2018-09-28T06:00:00","guid":{"rendered":"http:\/\/www.sterlingpayment.com\/?p=2276"},"modified":"2021-12-20T08:53:57","modified_gmt":"2021-12-20T13:53:57","slug":"successful-isv-reseller-partnerships-start-with-the-right-match-8291","status":"publish","type":"post","link":"https:\/\/www.evopayments.us\/staging\/successful-isv-reseller-partnerships-start-with-the-right-match-8291\/","title":{"rendered":"Successful ISV-Reseller Partnerships Start with the Right Match"},"content":{"rendered":"

Establishing a reseller channel can be a smart business strategy for ISVs. A channel is a relatively low-risk way to get feet on the street and grow your business. But a revenue-generating, client-base-building channel doesn\u2019t happen overnight. To get the right outcomes, you have to build the right channel.\u00a0<\/p>\n

A successful reseller channel starts before you ever talk with a potential partner. Its foundation is a well-planned go-to-market strategy and a clear vision for a channel\u2019s role.<\/a> A channel\u2019s function may be primarily to expand your reach. The rationale for this approach is simple to understand: 40 or 50 resellers (or more) can cover much more territory and follow up with many more leads than the handful of in-house sales reps your company can afford. But you may have a different plan for taking your software to market. If you plan to partner with hardware vendors to offer a complete solution, value-added resellers (VARs) can provide the installation, training, and ongoing service that your customers need for successful implementation.\u00a0<\/p>\n

Choose the Right Partners\u00a0<\/b><\/p>\n

Once you\u2019ve determined the roles your channel partners will play in your business\u2019 growth, find the right people to fill them. Two different ISV channel programs could potentially search for two completely different types of partners. It\u2019s wise to be discriminating. You don\u2019t want to invest in partners that aren\u2019t fully committed or that don\u2019t have the right skills. Tiffani Bova<\/a>, Global Customer Growth and Innovation Evangelist for Salesforce, advises, \u201cBefore you begin to make any partnering decisions, remember this key point: No two partners are the same \u2013 and finding the right match is key.\u201d\u00a0<\/p>\n

A good prospective partner will have more than the technical skills you need. Their goals and your goals for the partnership need to align. Communication and transparency will be vital to make sure that your expectations and the partner\u2019s expectations are realistic. Also, stay alert to any potential conflicts due to the reseller\u2019s alliances with other ISVs. And remember to trust your gut. If you don\u2019t feel like you can work with the reseller, the partnership may be doomed to failure.\u00a0<\/p>\n

Building the Right Culture\u00a0<\/b><\/p>\n

You\u2019ve set the right course, you\u2019ve chosen the right resellers \u2013 but your responsibility for your channel\u2019s success doesn\u2019t end there. You need to provide the resources and support your reseller partners need to be successful, including training, marketing assistance, and sales support that can help their grow their businesses. It\u2019s also important to keep the lines of communication open through, for example, an online portal, 24\/7 support, and dedicated channel reps, so your reseller partners can find answers and get help with they need it most.\u00a0<\/p>\n

Even though you may function as a mentor or adviser with resellers, remember that you are in a partnership and not an employer-employee relationship. They aren\u2019t sales reps or technicians whose schedules you can set. They aren\u2019t purely customers. Create a culture of mutual respect \u2013 and mutual benefit \u2013 that will allow true partnerships to evolve and will allow resellers to thrive.\u00a0<\/p>\n

Don\u2019t Rush into Channel Relationships\u00a0<\/b><\/p>\n

A rush to sign resellers can result in a channel that doesn\u2019t function the way you need it to \u2013 and doesn\u2019t get the results you need. Take time to carefully develop your channel strategy and then be selective about the partnerships you form to execute it. With the right perspective, you can also build a culture that will allow your reseller partners to reach their maximum potential and provide the greatest benefits to your business.<\/p>\n\n\n

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A successful reseller channel starts before you ever talk with a potential partner. Its foundation is a well-planned go-to-market strategy and a clear vision for a channel\u2019s role.<\/p>\n","protected":false},"author":22,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_editorskit_title_hidden":false,"_editorskit_reading_time":2,"_editorskit_typography_data":[],"_editorskit_blocks_typography":"","_editorskit_is_block_options_detached":false,"_editorskit_block_options_position":"{}","_mi_skip_tracking":false},"categories":[49,15],"tags":[464],"acf":[],"yoast_head":"\nSuccessful ISV-Reseller Partnerships Start with the Right Match - EVO Payments<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.evopayments.us\/staging\/successful-isv-reseller-partnerships-start-with-the-right-match-8291\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Successful ISV-Reseller Partnerships Start with the Right Match - EVO Payments\" \/>\n<meta property=\"og:description\" content=\"A successful reseller channel starts before you ever talk with a potential partner. 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