Regularly Communicate with Partners

With most checklists, the goal is to “finish.” But this last step must be repeated time and
time again, whether the partner is onboarding or seasoned.

Your PRM should handle much of the program interactions that you would otherwise
need to do manually. This frees you up to focus on topics with substance, such as:
  The progress of their sales pipeline and perspectives on strategies.
  Brainstorming of marketing marketing and promotional efforts.
  Overall satisfaction and any issues.
This conversation doesn’t only help partners, but you as well. The garnered wisdom can
assign qualitative context to data, as well as flag opportunities for improvement and
expansion. Don’t have the infrastructure to handle communicating with a rapidly
swelling number of partners? In some cases, a trusted distributor can handle
relationships on your behalf.

Read our article Channel Partners Vs. Distributors – How the Two Relate to help
determine if this channel structure makes sense for your business.