Channel Sales Theory is the basis for every channel model. It's important to revisit the foundational principles of common indirect sales models to address some of their short comings. In this module we will discuss the physics of partner sales and build a new approach to channel sales creation. In this training, we will:
• Define changes in IT consumption models.
• Introduce the concept of leverage to create partner sales activity.
• Position the need for structured sales acceleration enablement.
• Introduce the Indirect Sales Acceleration Model (ISAM).
This module is essential for understanding the Channel Force structured demand creation process.
Note: A live Q&A session is held each month for attendees to ask questions!
