How to Build A Sustainable, Profitable, International Sales Channel

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Presented by

Marcus Cauchi, The Channel Hypergrowth Expert and special guest, Zach Selch

About this talk

Zach Selch has created over 1000 partnerships in over 130 countries in the past 30 years. We will explore what builds trust between partners and what destroys it. Zach has learned how to encourage partners to be open about their customers and their pipeline. We will explain the importance of cultural awareness, time on the ground and training, not only about the products, but especially to help them sell. Understanding culture also requires a shift in thinking around the legal arrangement. We’ll explore how vendors self-sabotage their partnerships, send the wrong signals and how mismatched expectations and misalignment lead to breakdowns in the relationship. Zach has built his career on strong, deep personal relationships. He says, “The only way out of my network is in a box”. They understand service is not servitude. Partners help each other get better, Zach uses his position at the centre of his channel to raise the bar for everyone by capturing and sharing lessons learned and delivering training on best practices, identifying pinch-points and being completely transparent. You will learn 7 crucial tips to recruit, onboard, develop and maximize performance to build loyal, highly productive channels who become partners for life.

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