Our channel experience enables both partners and vendors to benefit from proven growth acceleration strategies which transform channel salesGet in Touch
Reselling other people’s products and services can be difficult
This is especially true for value added resellers of IT. The pace of change in the IT channel space coupled with saturated market conditions mean channel sales are tough and will only get tougher.
However, accelerating growth is by no means impossible.
durhamlane has worked with many IT VARs to transform their sales people, processes and pipeline through our proven ‘Selling at a Higher Level’ methodology.
Recruiting channel partners effectively is crucial
Finding and nurturing potential partners for your products and services is, in many ways, similar to a sales campaign. You must take a company from “prospect” to “partner”, mirroring each stage of the sales process.
Almost all of your partner prospects, at least the ones you want, are already busy selling other solutions to other customers. So you need a well thought-out strategy and dedicated resource to introduce your value proposition into that ecosystem and convert them into your partners.
This is why vendors come to durhamlane. Our breadth and depth of experience in outsourced business development and transferable skills mean that we are extremely effective at recruiting quality partners to drive channels sales.
See our previous work and hear what our customers have to say about us.
“durhamlane has been fundamental to our growth. I regularly recommend them to our customers and partners because I really believe durhamlane has a magic mix of ingredients for what it takes to be successful – and I don’t recommend many organisations”View Full Case Study View all Case Studies
“durhamlane helped us develop a consistent approach to selling, changing the mindset of the team and helping them qualify higher quality leads. They really understood our business, which meant the quality of the candidates they sent to us meant we saved a lot of time and effort.”View Full Case Study View all Case Studies
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