If your channel strategy needs an upgrade, or if you want to infuse your revenues with an indirect sales approach then consider expanding your team with a fractional CPO (Chief Partnership Officer). The term “fractional employment” has been around for several years, but it is emerging today as the new model for employment – especially in SMEs. A fractional CPO can enhance your revenue streams by leveraging years of channel experience, knowledge, and skills and apply these resources to building a hybrid sales model that leverages the value-add and strength of strategic partnerships.
The role of a fractional CPO is designed to work together with your executive team to create and manage an ecosystem of partners that contribute directly to your top line revenues while maximizing overall profitability. There are several advantages to adding a fractional CPO within your organization to ensure your channel strategy is successful which include
- Realizing the benefits of extensive channel experience to identify and recruit partners that are committed to selling and supporting your solutions and services.
- Collaborating with proven partnerships that will accelerate your revenues and time to market resulting in a discernible ROI.
- Augmenting your direct sales team by aligning go-to-market strategies with partners that are focused on winning business within key target accounts and industries
- Reducing your operational costs and expenses and accelerate your speed to market entry by engaging with skilled, dedicated, and proven resources to achieve your goals and objectives.
- Adopting a channel mindset and culture internally as cross functional team leaders will receive and implement partner input and feedback within their planning processes.
- Capitalizing on a winning partner formula for success to identify new market opportunities and increase overall market share and customer adoption of your solutions and services.
In today’s evolving business climate, it’s essential to maintain a flexible approach and methodology to determine the right path to market success. Consider a fractional CPO as an extension of your leadership team focused on driving sales performance and results through a community of fully enabled and focused partners. In addition, having a channel approach brings a healthy balance to your revenue streams and provides opportunities for your direct sales team to collaborate with partners as an extension of their pipeline generation activities.
As part of your 2021 planning, take a moment to review your go-to-market strategy, internal teams and resources, along with the collective intellectual knowledge and skillset inherent within your organization today. Are there opportunities to expand your market reach and utilize existing customer relationships being managed today by strategic partners? Do you have the right talent within your current team to develop and manage a channel strategy that will deliver on your corporate goals and objectives?
If not consider hiring the right individual(s) with the motivation and experience to step directly into a leadership role and support your growth initiatives. A fractional CPO can lead you on the path to ongoing channel successes and get you there today.