Establish a Telecom Sales Channel
Building a Telecom Sales Channel
The fundamental goal behind every channel sales strategy should be to sell the right product to the right customer at the right time. The selection of all channel partners must be in alignment. Spend time connecting with partners that best fit your needs.
- Select Strategic Channel Partners
Companies often consider building an indirect resale channel when the addition of direct sales resources is not practical. In this scenario you distribute your products via a channel partner. These partners will market and sell your product for you.
Partnering with the right companies is an essential success factor for your telecom resale channel model. Companies should consider the prospective role and value proposition of each channel partner.
- Find the Right Channel Partner
First, use our list! Second, consider attending one of the many tradeshows dedicated to promoting the telecom industry.
- Optimize Your Partner Hierarchy
Today's telecom companies are engaged in partnerships with multiple suppliers and agents. Each partner you connect with should be fully capable of fulfilling requests for products and services.
Be sure to clarify the vision for both your channels and your customer's journey.
- Communicate With Your Channel
To ensure all parties' success, you must maintain ongoing communication with your sales channel. Consider establishing an agent portal to facilitate partner management and the sharing of information. Take a proactive approach to monitoring and supporting your partners.