A reseller brand has enough capability to expand to your reach, increase brand awareness and result in more revenue and sales than you can achieve alone.
There are some ISVs that can adopt the indirect sales model to introduce their products to the market. This makes the value-added reseller channel offer your application to their customers, later assist with implementation and possibly provide it with complementary infrastructure, hardware, and software to build a total solution.
Moreover, you must know that there are no correct reseller channels for the ISV partner programme, which can rely on the business organization, in-house resources, and the products you sell. So, while considering adopting the ISV channel partner strategy, take a look at these mistakes that you can surely avoid.
1. Avoid the Channel Conflict If you intend to sell the channel directly to the users and at the same time take products to market through resellers, there is a chance that you could find yourself ending up with the competition with your partner. So, marking a clear line is important—for example, some geographic boundaries or opportunities to avoid selling the same prospects as your reseller.
2. Maintain a Minimal margin for the partner
Value-added resellers indeed need to maximize their profits and revenues. If selling the application means the VAR might receive a small amount of the sale, and there is a chance they will be offering other applications to their clients. So, first, research your market and what other ISV Partner Programme has to offer to their reseller partners and ensure that your agreement with VAR is lucrative enough.
3. Uncontrolled messaging and brand
In some cases, the ISV partner programme leaves the part of marketing to the VAR. And this can lead to inconsistent or inaccurate messaging and brand confusion. So, it becomes necessary to provide guidance and marketing materials to ensure that your channel properly represents your brand’s application.
4. Insufficient support
ISV channel partners require training and technical support but at the same time need other kinds of support to put the application on the market. So, that time call center, marketing, sales, and many other resources that can help the channel to close deals and provide service that will keep both the users and the customers happy.
So, before you put the word out in the world that you are in contract with the resellers, it is crucial to develop a strategy with minute details for the best way to present the application to the market and the role the channel to play. Once you get this job done, you will be able to find resellers with the right skill and experience that might help you to achieve the goal.
To know more about ISV Partner Program please stay with our website:launchgtm.com
