Designing an effective indirect sales model requires thoughtful planning and alignment with your business goals. Let’s explore more. Indirect sales: Indirect GTM refers to the sale of goods or services through third-party intermediaries rather than a company’s direct personnel. These intermediaries can include partners, affiliates, distributors, resellers, and other channel players. Why Indirect Sales is important? More than 64% of software sales are channeled trough partners. Why? below are three key reasons: Speed-to-Market: Leveraging an indirect channel can accelerate your market entry. Scalability: Partners help you reach a broader audience without directly managing all customer interactions. Expertise: Partners bring domain-specific knowledge and customer relationships. What type of partners I need to consider in my strategy?: These are the types of partners your strategy needs to consider: Value-Added Resellers (VARs): These partners enhance your product with additional features or services. System Integrators (SIs): SIs integrate your product into larger solutions. Consultants: They recommend and implement your product for clients. What does my Indirect Sales strategy needs to include? Your indirect GTM needs strategy needs to includes, at leat, the following: 1) Understand Your Market and Target Audience: Analyze the market landscape, customer segments, and competitive forces. Identify potential partners who can reach specific customer segments. 2) Evaluate Partner Types: Consider different partner types: value-added resellers (VARs), system integrators (SIs), consultants, retailers, and more. Understand their go-to-market strategies and strengths. 3) Define Partner Roles and Responsibilities: Clearly outline the roles partners will play in your sales ecosystem. Determine how partners fit into your overall sales strategy. 4) Create a Partner Onboarding Process: Develop a streamlined process for partner recruitment and onboarding. Provide training, resources, and support to help partners succeed. 5) Implement a Partner Relationship Management (PRM) System: PRM tools act as a single point of entry for collaboration between your team and partners. Manage partner interactions, deal registration, performance tracking, and communication. Expandio can help you design and implement a tailored indirect sales model for your company. Reach out to learn more!

Without a proper Partner Program, chances are that the execution of indirect GTM and expansion goals will fall apart. You need a tailored plan that works for your company´s unique needs. Your plan should include, at least, the following components: Set Clear Objectives: Define your program’s goals. Is it revenue growth, market expansion, or customer acquisition? Align these objectives with your overall business strategy. Segment Partners: Categorize partners based on their capabilities, market reach, and alignment with your product. Tailor your approach to each segment. Develop a Partner Incentive Framework: Incentivize partners based on performance metrics (e.g., sales volume, customer satisfaction). Modernize incentives to recognize different partner roles and reward them intelligently. Enable Partners: Provide training, sales collateral, and marketing materials. Ensure partners understand your product’s value proposition. Monitor and Measure Performance: Regularly assess partner performance against KPIs. Adjust strategies based on data and feedback. Foster Collaboration and Communication: Maintain an open channel for partner communication. Encourage collaboration between partners and your internal teams. Remember, successful indirect sales and effective partner management require ongoing effort, adaptability, and a focus on building strong relationships with your partners. Contact Expandio to help you build your tailored indirect sales and partner program.

Our partner management services are backed with more than 25 years of experience in recruiting, onboarding and managing channels. We have the knowledge and expertise to built your partner program from the ground-up and run the end-to-end process. We also have an extensive network of partners in LATAM looking to explore co-selling opportunities with companies based in Spain and Canada. Our services include the design of your indirect sales model and your partner program, both tailored to your specific business needs. After your GTM strategy and your partner program are approved, our managed services build, implement and monitor your end-to-end partner program, including the implementation of our robust PRM platform to support the process. Contact us to learn more!

Yes, Expandio designs, develops and executes your tailored indirect sales model, as well as your partner management program. We assess your company´s capabilities and design your GTM strategy and partner program based on your unique business needs and aligned to your corporate goals. After your GTM plan and partner program are approved, our Partner Management team takes care of the end-to-end process. We recruit, qualify, enable, onboard and monitor your partners, so you can focus on your direct sales process. Contact us to learn more!

Yes, our services are designed to manage the entire cycle of your indirect sales model; from designing your indirect GTM strategy and your partner program plan, to recruiting and monitoring your channels and more! Our partner management services are backed with high-end partner management (PRM) software. Reach out to learn more!

Our pricing depends on your unique business needs. Our Managing Partners meet with you for an exploratory assessment of your needs, your company´s capabilities, expansion plans and corporate goals. After the exploratory meeting, we design the best mix of services and solutions tailored to your specific indirect sales goals, target territories and partner management needs. Contact us to explore more!

Expandio Partner Relationship Management (PRM) system is crucial for several reasons: Enhanced Partner Relationships: PRM helps companies manage and develop relationships with business partners. It enables effective communication, collaboration, and alignment between your organization and your channel partners (e.g., distributors, resellers). Improved Sales and Revenue: By streamlining partner interactions, PRM enhances sales processes. Partners can register leads, request quotes, and access educational information through the system. This results in increased sales and revenue for both, your company and your partners. Scaling Partnerships: Software vendors often work with a high volume of partners. PRM allows smaller partners (the “long tail”) to quickly locate and order products. Channel managers can then focus on larger deals and strategic partnerships. Single View of the Customer: PRM provides a centralized solution, allowing partners to make online purchases and receive support. It maintains a single view of the customer across indirect channels. Data-Driven Performance: PRM systems track metrics, enabling data-driven decision-making. Your sales teams can assess partner performance and optimize strategies. In summary, PRM fosters efficient collaboration, accelerates growth, and strengthens overall partner relationships, benefiting your company, your partners, and your customers. Contact us to learn more about our PRM platform.

Yes, our Partner Managed Services include the Expandio PRM platform to support the end-to-end process! Contact us to learn more.