Day 1 of the Channel Management Summit was an interesting mix of recruiting, sales enablement, marketing, and compensation—all the things that make the channel an interesting place to work!
I live-tweeted (@emnitschke) much of the day, trying to capture takeaways from the various speakers—representing a broad range of solutions and channel models: Cisco, Iron Key, LANdesk, Motorola and CA.
I realized in reviewing my “tweet log” that I really painted each of the sessions with my own brush; that I viewed and heard each presenter with my own interpretation into terms of practice enablement.
Practice enablement is an umbrella term for all the services and value a vendor channel organization can deliver to channel partners to help them develop a fully-functioning practice around their solution—and not just establish a reseller outpost in a specific region.
Practice enablement is also a call for consistency in messaging, content and enablement across all the processes and organizations that touch your channel. A compelling product story only generates partner interest; a compelling practice story generates long term partner loyalty and success.
I write more about practice enablement—and the related channel strategy, recruiting, onboarding, sales enablement and marketing enablement—in my upcoming ebook, Content Strategies for the Channel Landscape.
Looking forward to Day 2 of the summit, and connecting wth the channel organization teams who have come for new ideas and best practices to succeeding in the channel.