Christian Wiens is Director of Marketing at MixMode. He has 10+ years of experience as a cybersecurity professional. He has his BA from The University of California, Berkeley and resides in Austin, TX.
Last week Channeltivity published a blog discussing the basics of global channel management and shared 8 best practices for optimizing it over time. The insights they shared came from leading channel experts including Todd DeBell, MixMode’s SVP of Global Channels and Alliances.
Simply put, global channel management is about enabling, co-selling, and co-marketing with customers in international markets. The article shares, “DeBell urges everyone thinking about expanding their channel program internationally to carefully consider the differing communication styles, business practices, time orientation, and attitudes toward hierarchy and authority of each new region before they launch.”
The article continues to list the 8 ways organizations can manage effective global channel management to help save time and customer acquisition dollars, scale reach, increase deal close rate, and accelerate deal cycles. These include:
- Adequately Prepare For New Market Launches
- Recruit the Right Partners
- Embrace Localization
- Customize Your Global Channel Management Training
- Listen to Your Partners
- Branch Out
- Welcome Cultural Differences
- Focus On Continuous Improvement
To get details on each of these strategies as well as more tips on optimizing a Global Channel Management program, read the full Channeltivity article here.
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