What is a partner pipeline?
Your partner pipeline refers to the potential sales opportunities that your network of channel partners are actively working, from lead generation to closing deals. It’s like a roadmap that shows you where your partners are headed in terms of upcoming sales and future growth.
Managing the partner pipeline effectively includes several crucial steps:
- Visibility: You need to have clear insight into your partner’s sales activities. That includes understanding which stage each opportunity is at and what needs to be done to advance it to the next stage.
- Automation: You’ll need to prevent any conflict between your internal sales teams and other partners, ensuring that each partner can work their own deals and you don’t duplicate your efforts. Use automated tools to effortlessly manage your pipeline.
- Communication: Regularly discuss the pipeline with your partners. Learn about any challenges they’re facing and how you can support them.
- Forecasting: Use the information in your partner pipeline to make predictions about future sales and revenue.
By effectively managing your partner pipeline, you can align your efforts with your partners, proactively address potential roadblocks, and maximize your indirect sales. It helps you understand where your business is going and growing.