7 Steps to Building a Lucrative Channel Sales Strategy

The COVID-19 pandemic has had a significant impact on consumer buying trends. As entire populations were told to stay at home and brick-and-mortar stores closed their doors for months on end, many B2B and B2C companies lacking a solid online strategy were caught out unawares. Channel sales slowed; or crashed; dramatically, and both vendors and channel partners found their established partner programs ill-equipped to cope with the fallout.

And it’s not over yet!

According to IDC’s 2021 IT Channels and Alliances Predictions webinar held on February 11, 2021, the events of 2020 will cause 25% or more of all channel partners to shift focus, change direction, be acquired, or close their doors during the year. As a result, “an era of accelerated partner evolution” will force vendors to reinvent their channel programs, critically analyzing the partner landscape for deeper insights before placing their bets, deploying new strategies, and investing in next-gen partner relationship management (PRM) solutions.

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