Being a Channel Member - Part. II Flashcards
What are the four main sales positions for Channel?
SDR - Sales Development Manager
The Platform Specialist
Regional Channel Account Managers (CAM)
National Channel Account Managers.
When they come in as a lead, who does a prospective partner first start interacting with?
SDR - Sales Development Representative
In order to see if a prospective partner could work with us, what must the SDR go through with the prospective partner?
….They will utilize our Channel Partner Interview/Vetting Questions.
Once a Sales Development Rep determines the prospective partner is a good fit and a platform demo has been done and they want to start working with us, what must happen next?
…get them signed up with a appropriate legal agreement (reseller agreement, MSP agreement, or referral agreement)
What is the difference between and National CAM and a Regional CAM?
National and Regional CAM’s have the same role, growing and building their Partners to exponentially increase their Net New revenue.
Regional CAM’s will handle all Passthrough quoting.
The only difference is that Regional CAM’s primarily focus on generating New New business for their partners but also handle all Passthrough quotes for their Partners and National Accounts.
National CAM’s exclusively focus on generating Net New opportunities for their assigned National Accounts and/or regions within those accounts.
What is the working relationship between a direct sales rep and someone from Channel?
…a direct rep is speaking with a prospect and… they they would like to buy through a Partner or they need multiple quotes from multiple resellers.
