Sales Enablement Solutions

Helping Internal Teams Achieve Partner Success

The Challenge

This industry leading technology client was developing new roles to enable partners to pivot their business models, and needed a playbook for their internal partner enablement team.

The Solution

Channel Impact created a digital playbook to establish best practices, tools, programs and other assets that help their internal team drive global customer and partner success initiatives. The content included:

  • Understanding of company strategy around the Customer Experience and Success approaches
  • Different roles within the Partner Success community and how they best serve the channel
  • Detailed view on all aspects of the Partner Success role Thorough view of the Partner Success Roadmap and step-by-step guidance to take partners through it
  • Portfolio of all available information resources and when to utilize them results icon
The Result

The client received overwhelming positive responses and executive support for this digital playbook, which is being utilized by the current team and as a training tool for new hires.

Creating Interactive Content that Connects

The Challenge

This client wanted to clearly articulate how partners can increase revenue with lifecycle services in preparation for an upcoming executive round table.

The Solution

Channel Impact created an interactive digital guide that navigates partners through the steps to jump-start their services practice. The guide included market opportunity, training for skills development, demand generation programs, financial incentives, and other resources to help the partner succeed in their journey.

The Result

In just three short weeks, the client was able to show this executive partner audience how they could build a robust services practices. We keep the content fresh by updating it quarterly.

Improving Visibility to Key Partners

The Challenge

SKO meetings are annual opportunities for clients to get in front of the account managers (AM) of their most strategic partners. This client wanted to maximize face time and their investment by taking full advantage of every aspect of the Sales Kick Off (SKO).

The Solution

Channel Impact helped optimize their SKO opportunity by crafting meaningful messaging that directly addressed:

  • How the two companies could work together to solve a customer issue and drive demand
  • Programs the partner can take advantage of to make it easy and financially rewarding for the two companies to work together
  • Where to turn for additional resources and help with closing deals
  • We ensured that all elements were targeted to this audience – from the main stage presentation, to booth signage, to sales collateral
The Result

The client had a successful SKO meeting and replicated the content in three additional global SKOs the partner held.

Partner Events

Better Management for the Most Strategic Partners

The Challenge

This medium-sized global enterprise wanted to help their Field Marketing Managers scale by offloading partner event management responsibilities. Because their partners are Global System Integrators (GSI) and Service Providers (SP) that drive significant revenue, it was critical to engage a trusted, experienced agency.

The Solution

Channel Impact partner event experts took on management of the client’s GSI and SP events. End-to-end serviced included:

  • Management of all event logistics
  • Message development
  • Crafting of internal and external communications
  • Content creation and creative production of HTML emails, social media banners, event signage, infographics and more
  • Social media presence, including blogging and driving social engagement
  • Reporting
The Result

Client gained economies of scale, programmatic efficiencies, and an improved partner event experience with Channel Impact messaging their events.

Getting Virtual and Live Events Up and Running – Fast

The Challenge

This client wanted an easy way to deliver co-branded events to their partners but their employees did not have the bandwidth to take on the project.

The Solution

The client turned to Channel Impact to develop and manage a Partner Events-In-A-Box program. Our services included creating:

  • An Internal Operation Process: This mission-critical first step set up the internal operations for the program. This included establishing an easy way for partners to request Market Development Funds (MDF), gaining legal and finance approval, writing the program Terms & Conditions, and more.
  • Content: Created virtual and live event kits with everything a partner needs to pull off a successful event.
  • Marketing Communications: Developed internal and partner-facing communication plans and content.
  • Marketing Concierge Offering: Provided Event Marketing Concierge Services, managing all aspects of the partner’s upcoming event.
The Result

We enabled this smaller organization with limited resources to offer robust, impactful partner marketing event services that delivered results.

High-Value Partner Events

The Challenge

This Partner Marketing team wanted to deliver a high-impact partner roadshow in cooperation with their alliance partners, across 15 cities in three countries.

The Solution

We managed the roadshow end-to-end by:

  • Securing venues and negotiating contracts.
  • Managing all billing.
  • Crafting communications and driving enrollment via marketing automation.
  • Monitoring registration rates.
  • Managing all on-sit logistics.
  • Providing pre- and post-event reporting.
The Result

By managing the event logistics, we freed up the client to focus on delivering a high-impact experience for partners.

Virtual Partner Marketing

The Challenge

This client wanted to help their VARs generate marketing-qualified leads in support of increased partner-driven revenue.

The Solution

Our Virtual Partner Marketing Managers worked side-by-side with the partners to understand their business proposition, target market, and campaign goals. Using analytics, we helped the partner fine-tune their prospect list. We taught the partner how to take advantage of the vendor’s robust co-marketing resources and customize their marketing plan. Finally, a campaign journey was created for each partner, developing an ongoing cadence of lead generation activities.

The Result

The partners outperformed by executing more campaigns than were forecasted and generated an impressive pipeline of marketing-qualified leads.

The Challenge

This client wanted a digital guide to ensure a consistent partner experience by training their Virtual Partner Marketing Managers (VPMMs).

The Solution

We created a user-friendly digital playbook designed for VPMMs working with low-to-medium maturity partners. The guide clarified the program’s value proposition, emphasizing the concept of Value Exchange. Additionally, the guide offered clear definitions of the VPMM role and expectations, along with step-by-step instructions to empower VPMMs to achieve defined business goals.

The Result

VPMMs now have a step-by-step, repeatable process to generate a co-marketing plan with their partners that results in more partner-driven revenue.

Complimentary Consultation

Tell us more about your team and we’ll recommend solutions that deliver.