This decade is to go beyond product led growth and sales led growth. You would need more than one channel to click.
What could those additional channels be ? Two of them are:
1. Channel Led Growth
2. Community Led Growth.
Which one is right for you ? Not that you have to choose one over another. It is possible that both or none of them are fit for you.
| Ecosystem | Initial Days | Struggle |
|---|---|---|
|
Channel Partners Led |
You can build the
ecosystem starting with
one.
In case that partner gives you leads, you can
consider growing it
|
Engaging partners to sell
for you is no mean task.
One has to build an entire ecosystem around it.
Scale it if your product can
be sold by others.
|
|
Community Led
|
Community needs many things to work to become active. Initial work out to get it going is more than that in channel partners.
|
Communities need continuous content to engage the members. Governance is another hassle that does not win you any friends. |
| Ecosystem | Build It When |
|---|---|
|
Channel Partners Led |
You know that your product can be sold by a reasonably experienced person, pitch is standardized, you can give 3-6 months |
|
Community Led
|
You have few prospects, users who have good relations with you, do need help with hiring, freelancers, or other tips/resources. |
| Ecosystem | Do’s | Don’t |
|---|---|---|
|
Channel Partners Led |
Use CRM, Campaign tools such as Zoho Campaigns. Focus on give, give, and give.
|
Do not think about PRM, Account Mapping in the beginning.
Do not keep asking for leads always.
|
|
Community Led
|
Build it on Whatsapp. Put resources in google spreadsheet. Be Frugal.
Set the expectations right.
|
Do not go to Slack if you are limited by manpower.
|
OceanFrogs is #1 vendor on Global Capability Centers, Managed Services Intel, APAC Intel and Technographics. Our product PartnerValue, a partner discovery platform, provides premium filters so that you can choose partners ( by type such as Resellers, System Integrators, MSPs).
P.S: Here’s a case study on how OceanFrogs helped 42Gears with Channel Partner Intel.
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Inbound Data Enrichment – A Guide Sales Organizations invest a significant amount of time and resources on enriching and qualifying leads manually. This process requires the following steps: 1. Collecting …
Qualify your inbound prospect 10X faster than manual research OceanFrogs’ Inbound Lead Qualifier helps you qualify the accounts and assign them to Sales Reps, which leads to bigger pipelines. Get Started Successful inside sales teams use OceanFrogs to help them focus on the right prospects Manisha Singh Head of Marketing, 42Gears Build Channel Partners Ecosystem […]
