What are the essential strategies for mastering SMB channel management? Join us as we uncover the secrets with Oren, an experienced channel expert who brings over two decades of wisdom to the table. Currently at the helm of the SMB sales organization for EMEA at Sophos, Oren offers a deep dive into the nuanced differences in managing SMB partners versus larger partners. We’ll unpack the significance of volume growth, predictability, and profitability and reveal why automation and streamlined communication are critical for handling smaller partners effectively.
Oren shares his keen insights into the importance of distributor enablement, how to drive reseller engagement, and the profound impact of rebate strategies. Learn how vendors and distributors can collaborate to foster sustainable growth and achieve predictable business outcomes.
But that’s not all. We also explore the pivotal role of distribution strategies in optimizing long-tail segments and maintaining vendor-distributor alignment. Oren emphasizes the importance of tracking KPIs and the need for regular, segmented reviews to understand performance. We delve into the value of varied experiences for channel leaders, mentorship of young talent, and the unique opportunities available in distribution. Tune in to discover practical strategies and inspiring stories that will help you succeed in SMB channel management!
Connect with Oren: https://www.linkedin.com/in/orenyehudai/
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Listen on 🎧:
Apple Podcasts – https://podcasts.apple.com/nl/podcast/partnerships-unraveled/id1648091322
Spotify – https://open.spotify.com/show/5LBehmUCwmmxIApamuLK6m?si=7b166ee1661a4a0d
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