Channel Strategy Shift: Direct vs Partner

Julie, the VP of partnerships, is recording a strategic briefing for John and Adam regarding their current revenue engine and route to market.

Channel Strategy Shift: Direct vs Partner

True or false?

Julie believes the direct sales force is operating at a sustainable customer acquisition cost.

• True
• False

Adam asked about maintaining coverage efficiency without expanding headcount.

• True
• False

The executive board was surprised by how low the switching costs were.

• True
• False

The sales team's desire to keep every deal was the primary reason for keeping everything direct.

• True
• False

Julie recommends transitioning to a hybrid motion and empowering channel partners.

• True
• False

Listen again and complete the sentences

• Julie: If we look closely at our channel economics, it's pretty clear that selling everything through a ____ model is bleeding us dry on enterprise deals.
• Julie: Adam asked me yesterday how we're going to handle the ____ across regional territories without expanding headcount.
• Julie: The truth is, we need to de-risk a channel by building a robust ____ that leverages external networks instead of hiring dozens of reps.
• Julie: John mentioned last week that any dependency on partners might reduce our control, but I'd argue that our real ____ lies elsewhere.
• Julie: What surprised the executive board the most was how high the ____ actually are for enterprise clients migrating to a self-serve motion.

Sources: photo by The Coach Space on Pexels