What is a partner-influenced deal?
In the world of indirect sales, a partner-influenced deal is when your partner plays a significant role in persuading a customer to choose your product or service, even if the purchase isn’t made directly through them. This concept highlights the importance of your partners not just as sellers, but as influencers in the customer’s purchasing journey.
Imagine you’re a technology company that sells its software both directly and via partners. The customer might interact with your partner, say an IT consultant, to understand the benefits and usage of your technology. This partner might even demonstrate the product’s features, giving the customer a clear understanding of how it could meet their needs. Then, the customer decides to purchase directly from your company’s website.
Despite the direct purchase, the partner’s influence was crucial in closing the sale. Hence, it’s a partner-influenced deal.
Recognizing and rewarding partner-influenced deals is important for maintaining a healthy partner relationship. It shows appreciation for your partner’s effort and encourages them to continue influencing customers, even when they don’t make the sales directly.