What is channel enablement?

You’ve no doubt heard a lot about channel enablement. And, if you’re not exactly sure what it is or how your business might benefit from it, this blog is for you.

Before we dive in, let’s take a look at whether your organization is one that would offer channel enablement services.

Essentially, it’s applicable to companies that rely on partners, otherwise known as channel partners or channel sellers, to market and sell its products or services.

And, simply put, channel enablement is the process by which organizations equip their partners with the resources, information, and content that they need to be successful; it’s the way that they empower partners to sell more effectively and to the best of their ability.

But, it’s ultimately a mutually beneficial arrangement. Not only does channel enablement help partners succeed, but channel sales similarly help organizations expand their business (potentially even reaching new geographic regions or breaking into new industries) and drive revenue.

Here’s a practical example.

Just over two years ago, Microsoft changed its model and promised to build with, go to market with, and sell with its partners. And in FY19, it boasted 22k IP co-sell wins. CSP revenue grew over 100% YoY, and it found that when Microsoft sells with partners, deals grow 27% larger.

It’s no surprise then than Microsoft decided to invest more than ever in its partners through Go-To-Market Services – a program that delivers best-in-class marketing content and programs that help partners accelerate time to market, generate demand, and expand their business.

What other benefits does channel enablement provide?

With the right channel enablement strategy and technology in place:

• Partners are brought into your organization’s community.
• They’re granted access to content that will help drive sales in alignment with your organization’s brand and compliance specifications.
• Channels of communication are opened up, helping partners keep abreast of content updates, industry news, or other happenings.
• You’re able to track which content most successfully encourages engagement and drives sales.

How does Qorus accelerate channel sales?

Qorus is the sales enablement platform that connects people, content, and data to get to market fast and win more deals.

It helps partners close more deals, more easily.

How, exactly?

Qorus connects partner teams to your organization’s best sales and marketing content all in the familiar world of Microsoft Office, Microsoft Teams, and your favorite content management systems.

It lets you put your best sales and marketing content right at the fingertips of your partners' Sales and Marketing teams.

And, it offers insightful feedback for you and your partners. It gives a clear view of what is making them succeed - and ultimately, it allows for a better-equipped channel that sells a lot more.

In fact, an impressive 62% of Qorus users have reported a noticeable increase in sales productivity, resulting in a 20% higher sales velocity.

A no-cost benefit for Microsoft Partner Network members

Available at no cost to Microsoft partners, Qorus comes stocked with all the Microsoft Partner Network (MPN) content you need to grow your business.

Build high-quality marketing assets and market-ready sales proposals by accessing MPN content directly from your Office applications. Then monitor the effectiveness of your materials after sending them.

Qorus is a Microsoft Go-To-Market Services approved vendor.

Watch our webinar on demand to find out more

In a recent 30-minute webinar about Qorus Content Hub for the Microsoft Partner Network (MPN) and all its benefits, our guest speaker, Cydney Hoffnagle – Digital Marketing Lead at Microsoft – shares the pain points that Microsoft partners were experiencing before using Qorus Content Hub, and how the sales enablement platform is helping partners find and customize content more easily, accelerate their sales velocity, and gain insights into what content their customers are interested in.