Channels seem to fall into two camps. Those that work well and those that just plod on, slowly eroding revenues each year until a shake-up occurs. When you analyse each channel, those that are a success have passion, are driven and the partners are dedicated to the brand that you offer them. The plodding channel is rife with conflict, lack of ambition, focus and goal setting.

Applying a CRM tool or partner relationship models, without getting to the bottom of channel culture is a wasted opportunity.

Above all, protection of the vendor's brand is essential throughout the process

Passing the Burden is a way to understand channel culture, it is an approach that has seen success in volume markets and enterprise level sales channels by striving to instil balance and harmony. By applying partner relationship tools to reflect this balance: business planning is orchestrated. Goals become complimentary not contradictory, action plans generate progress opportunities. Above all, protection of the vendor's brand throughout the process is essential but not at the expense of the sales, support or service partner.

Passing the Burden is part of QGate's and Anderson Baillie’s smart CRM approach: the customer is clearly understood as are the responsibilities and tools to service them at the partner and vendor level.

So why not lets us pass the burden of your targets to your partners in a smart way? To get started please contact our CRM experts.