3 traits of a successful channel partner

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Partner ecosystems are a vital component to the majority of enterprise software vendors although few articulate what makes their top partners successful.

Over the years, IFS has been focused on enabling new and old partners to focus on three key qualities that have proven to be the cornerstones of an elite partner. At IFS, we are a people-driven company and our people are what make us unique. We employee dedicated, hard-working and enjoyable people and we strive to accomplish the same commitment within our IFS Global Partner Network.

Curious as to what qualities stand out from members of the IFS Global Partner Network? Below are three traits commonly found in a successful channel partner:

1. Dedicated business development and marketing services

An organization that understands the value of marketing efforts that generate leads and the nurturing of those leads from a business development perspective is incredibly valuable. Successful partners take the necessary steps to ensure dedicated business development occurs. Sales makes the world go ‘round, but business development and marketing enable the sale.

2. Domain expertise

The ability for a partner to bring domain expertise and add value is extremely important. No matter what solution or vertical, domain expertise is vital. If a partner can add deep domain expertise, they will have the ability to extend the product to a specific market or vertical. This, in turn, allows the partner to carve out defendable space where they operate and develop competitive advantages.

To circle back to the first trait, verticalization and defendable space also provide for more targeted messaging while executing lead development campaigns. This focused marketing approach has proven to be the difference in consistently developing qualified leads and eventual sale.

3. Long-term partnership vision

Like everything in the enterprise software industry, things don’t happen overnight. A respected trait of a partner is a long-term vision for the partnership and the success that can develop. Channel partner success is a two-way street and both parties need to have a long-term vision for the partnership. The vendor must also be committed to educating partners and continuously enhancing the partner program to ensure partners gain value from the relationship.

2017 Channel Chiefs

IFS maintains long-term vision with all of its partners to ensure continued, successful partnerships. The IFS Global Partner Network thrives on providing industry leading products, certification and revenue opportunities to its partners and has received recognition for its efforts. In fact, IFS is excited to announce that David Eager, Vice President of Global Alliances and Parker Zanios, Director of Partner Alliances were named to the prestigious list of 2017 Channel Chiefs by CRN®, a brand of The Channel Company. Both Eager and Zanios are the embodiment of a true Channel Chief with a commitment to growing and supporting IFS’s Global Partner Network. The 2017 CRN Channel Chiefs list is featured in the February 2017 issue of CRN and can also be viewed online.

David Eager, Vice President of Global Alliances at IFS

David Eager

Vice President of Global Alliances, IFS

Parker Zanios

Parker Zanios

Director of Partner Alliances, IFS


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