Channel Development

Channel Sales Enablement

• Are your channel partners struggling to locate the tools and resources they need?
• Do they know how to navigate roadblocks or improve objection handling in the sales process?
• Are you struggling with how to affordably empower channel partners to find qualified prospects and effectively move them to a close?
• Do your channel demand generation programs produce unacceptably high costs per qualified appointment?

The Aventi Group demand generation process can help your partners focus on the best prospects, at the right time, with messaging that compels action. We start with messaging that is aligned to your prospect and the channel partner sales processes. The next step it to create telemarketing scripts with concise, relevant introductions, brief qualifying questions and a flow that is in sync with the sales process. Aventi Group also delivers hands-on partner deal coaching, sales tools and reference guides to teach channel partners how to identify specific role players in an account to ask the right questions, in the right order, to qualify, motivate and close.

Aventi Group’s proven demand generation campaigns have generated hundreds of qualified prospects for our clients and their channel partners in a variety of industries worldwide.

Specific services include:
• Lead a half-day workshop with sales and marketing to build strong foundation for demand generation
• Develop prospect profiles and personas aligned with the purchase cycle
• Devise customized messaging and offers to attract qualified prospects
• Set highly qualified appointments with prospect decision-makers and influencers
• Implement a web-based scorecard system for tracking and qualifying leads
• Critique and editing of current enablement tools

Channel Program Development

Most channel programs experience the 80-20 rule but without in-depth analysis to optimize the channel or evaluate whether you have the “right” channel partners, you are limiting the potential of your channel opportunity.

• When was the last time you did a strategic evaluation of your channel performance?
• Do you know exactly what is driving the sales results of your channel?

Aventi Group executives understand that channel teams should conduct regular partner surveys and sales analyses to understand specific drivers for performance to optimize channel results. Effective channel programs have clear and well-defined requirements and rewards so that vendors attract the right partners who are willing to make an investment in selling their solutions. Leverage Aventi Group’s deep expertise in channel management to elevate your channel program to the next level.  Specific services include:

• Initial channel program creation and structure
• Channel certification program development
• Definition and creation of channel sales enablement tools
• Channel sales performance analysis and metrics
• Channel partner satisfaction surveys