OEM
Growing and maintaining successful channel programs is key to the success of any OEM.
Our channel enablement programmes are clearly focussed on delivering measurable improvements in the performance of a channel structure. Within any such programme there are three specific areas where structured combinations of training, coaching and mentoring deliver performance improvements:
- Activate or on-board New Partners
- Build Partner Capacity in Existing Channels
- Re-Invigorate Stable or Declining Partners
1. Activate or on-board New Partners
On-boarding New Partners can be a lengthy progress before they reach sustainable revenue streams.This requires high levels of investment and patience from the the OEM managment channel team. Our experience, and the combination of consulting services and training, can activate New Partner business more quickly and increase the productivity of the channel managers.
2. Build Partner Capacity in Existing Channels
Accelerating the revenue stream from existing channel partners requires a high input, concerted effort – one that can be beyond the resource capability of a channel management team. Harness has experience in designing and delivering a programmatic approach to increasing channel performance which provides a cost-effective mechanism to support the channel management’s team goals.
3.Re-Invigorate Stable or Declining Partners
A stable or declining revenue stream can be symptomatic of issues in the strategic relationship between the partner and the OEM. Assuming these have been addresed by the channel management team Harness can, typically through a partner-specific engagement model, turn around performance and drive incremental revenue.
