2018’s Revenue Scale Pedal May Not Be What You Think It Is

The data is in: More than two-thirds (71%) of hiring managers are looking to hire more than five enterprise sales professionals over the next 12 months.

Good luck. In a new study, hiring managers of more than 200 companies doing business nationally and internationally, 90 percent of them are struggling to find enterprise sales candidates. The market, they say, is too competitive, with 57 percent saying it’s gotten harder in the past year and a half – and a full 75 percent say it’s holding back revenue growth.

That’s where indirect sales come into play – and why the golden age of the channel has arrived. In a business climate where qualified enterprise sales candidates are costly and in short supply, companies can’t put all their revenue eggs in the direct sales basket – especially in the face of this talent shortage. Why struggle to hire direct sales people in an extremely competitive market that’s stifling the ability to increase revenue, when the indirect sales channel provides an immediate avenue to growth.

What that means however, is that to continue to scale, companies that already have a channel need them to work harder than ever before to make up for the inability to grow their direct sales teams, and companies without a channel need to create one at the risk of being left behind in the market.

In either case, contemporary PRM solutions like Impartner’s play a critical role:

  1. For companies with an existing channel, if they’re still struggling to manage a partner program on spread sheets, using a dated, home grown portal with limited functionality, or using a myriad of point solutions which create a frustrating user experience for partners, they will underperform competitors who have an updated PRM solution. On average Impartner PRM customers see a 31 percent increase in revenue and a 23 percent decrease in administrative cost in the first year of use alone, by being able to automate administrative processes and optimize partner performance at every step of the partner journey.

  2. For companies without an indirect channel, they will fall behind competitors who do, because they lack the additional “feet on the street” they need to be able to make up for the lack of enterprise sales talent available in the market. A contemporary PRM solution helps companies ramp their partner programs 46 percent faster and their partners to revenue productivity 37 percent faster. Plus, today’s solutions erase dated concerns about a perceived lack of oversight and visibility, by making it possible to manage indirect channels with the same level of visibility and control as they have over direct sales.

Ready to stop competing for rare and expensive direct sales teams to scale your revenue? Take a demo of Impartner PRM and learn how help world leading corporations from Xerox to Rackspace to Fortinet to LogRhythm scale their partner programs, and accelerate their company’s revenue.

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