Talk

Maximizing Your Channel

Enhance channel performance at VAR, MSP, DMR, and Distribution

Put New Partners on an Accelerated Path to Production

The partner channel is no longer a numbers game. It’s complex and diverse, making it critical to recruit the right partners and place them on the path to revenue. These partners are not created equal; you now need a detailed profile to select the right partners who are engaged and capable of selling and supporting your targeted customers and segments – and you need them today.

Our Recruit to Revenue Methodology is designed to identify only the right partners, speed up their ramp-to-revenue trajectory, and set the right expectations that help build partner relationships that are robust and long-lasting. We examine your channel business model, market positioning, and sales volumes to create the ideal partner profile. Then we provide a data-driven pathway with activities and milestones at each phase designed to accelerate the partner journey.

With data informing each phase and activity, we are able to tailor communications, adjust timing of outreach and refine and customize the overall partner experience. The end result is an onboarded partner that has a minimal ramp-to-revenue ratio, with increased loyalty for long term gains.

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Selecting the Right Channel Partners to Maximize Sales Impact

Learn how to balance and extend your market and geographic coverage

MarketStar’s CSP recruiters connect with and qualify targeted partner candidates to host cloud services on a subscription basis. Qualified partners receive the CSP Program application, and the recruiters pass the account to the onboarding team for support and management once approved.

• CSP recruitment reps consistently hit in excess of 100% of their recruitment goal

Microsoft needed help identifying and recruiting VARs that sold into the SMB market. MarketStar quickly deployed a Partner Engagement team to recruit and sell Microsoft solutions.

• MarketStar has recruited more than 2,000 SMB re-sellers and directly influenced in excess of $250 million in SMB sales

Account Managers from MarketStar’s VMware Technology Alliance Partners (TAP) team provide best in class service to the global partner community and give TAP Program Managers the flexibility needed to expand partner benefits.

• MarketStar’s service ensures a partner retention rate better than 80%, while increasing TAP annual program revenue year over year

How We Can Help

Strategy Works
74%
Of enterprise vendors
rely on channel partner self description to identify market segmentation.

Craft an intelligent, data-driven strategy to leverage market advantages, coverage tiering, and effective communication vehicles to recruit and engage the right partners.

Source: Channelinsight

The RIGHT Partners
10%
Of vendors were cut by solution providers in the past few years

Solution providers are looking for profitable partnerships. Identify the types of partners who are ready and capable of driving channel revenue.

Source: PartnerPath & MarketStar

Refine Your Model
75,000
IT channel firms in the U.S.

Get a better picture of your channel and potential partners and opportunities. Pressure test your sales model to ensure it is scalable to handle increased volume without disrupting service levels.

Source: CompTIA State of Channel Study