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To enable a partner
is NOT ENOUGH!
If your goal is to just “enable”
your partner, there is an excellent chance you will reach it easily.
Just realize that it will probably not impact sales to the needed
degree.
Think of it this way. Get a shovel and give it to the
person in the office or cube next to you. Once done, you have enabled
that person to dig a hole. Watch to see if that person gets up and digs
a hole. Now, do the same for an enabled partner … see what they do once
they are “enabled.” What you will see is “not enough to make a
difference.” The
Serino Channel Services' principals and staff have decades of channel P&L,
sales, marketing, and management experience, and a track record of
success that you can review in the Associates’ profile section of this
site. We know that motivation-based
relationships constitute the basis of
mutual success. Just “enabling” partners is inadequate to produce the
needed results. “Enablement” is the cheap way to do a little, avoid
accountability, and move on to something else quickly … and before the
results are tallied. It sets the bar way too low. Our clients leverage our experience to find
opportunities for enhancing their partnership to motivational levels to
improve all parties' bottom lines; not only the Solution Provider’s and
vendor’s, but even, and perhaps most importantly, the end customer’s. Our field-proven experience helps
you create profitable channel marketing partnerships, programs, and
techniques tailored to match vendors' technology and the Solution
Providers' skills positioned as solutions to the end customer’s need.
Date last changed: 11/18/09 |
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