Stephanie Sissler

VP, Principal Analyst, Sales Executive Services

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Five Tips For Getting 2021 Channel Sales Off To A Fast Start

Stephanie Sissler October 6, 2020
Even in the best of times, starting the new year off fast is important. With the continuing uncertainty and turmoil caused by COVID-19, channel sales leaders must act now to ensure their team can hit the ground running on day one of the new year.
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Blog

Getting and Keeping a Seat at the Table: What Channel Sales Leaders Need to Do Differently

Stephanie Sissler February 18, 2020
  • Channel sales leaders must sharpen their business acumen and align their actions with the company’s strategy to gain internal support
  • Today’s buyers and solutions are changing, making it imperative to increase the rigor around recruitment and determine whether current partners are the right ones
  • Channel sales leaders must become trusted advisors to other company leaders — e.g. by providing peers with the data and insights they need to succeed
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Blog

When Is It Time to Fire a Channel Partner? Consider the Costs of Keeping Non-Performers

Stephanie Sissler October 17, 2019
  • The hard costs for keeping consistently non-performing partners are relatively low, but the opportunity costs can be significant
  • Offboarding — the process of managing a partner termination — ensures all parties are on the same page when it comes to a partner’s exit
  • With a solid partner agreement and a standardized offboarding process in place, partner terminations need not be overly complex, time consuming or risky
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Blog

Common Pitfalls of Joint Business Planning With Channel Partners and How to Avoid Them (Part Two)

Stephanie Sissler September 19, 2019
  • The first step on the path to joint business planning success is recognizing that it is not a highly recommended or obligatory annual task, but an ongoing partnership imperative to driving revenue
  • Joint business planning with channel partners is one of the most effective means of driving alignment and more profitable revenue growth
  • Joint business planning is a learned skill that must be supported by a proven, standardized process, the right data and insights, easy-to-use tools, and ongoing training and coaching
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Blog

Common Pitfalls of Joint Business Planning With Channel Partners and How to Avoid Them (Part One)

Stephanie Sissler September 12, 2019
  • The first step on the path to successful joint business planning is recognizing that it’s not a highly recommended or obligatory annual task — it’s an ongoing partnership imperative to drive revenue
  • Joint business planning with channel partners is one of the most effective means of driving alignment and more profitable revenue growth
  • Joint business planning is a learned skill that must be supported by a proven standardized process, the right data and insights, easy-to-use tools, and ongoing training and coaching
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Blog

Effective Channel Partner Sales Training: The Missing Link

Stephanie Sissler March 16, 2018
  • One of the most impactful means of optimizing channel sales success is a well-defined and executed sales enablement strategy
  • Making learning more accessible and compelling to a wider channel partner audience is highly dependent on better content and the right technology to deliver that content
  • Channel organizations are finding that their current technology strategies do not meet the learning requirements of their partners
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Blog

The Dirty Little Secret: Six Strategies for Mitigating Channel Partner Risks

Stephanie Sissler October 19, 2017
  • A channel strategy depends on C-level support to raise its profile, but many executives still question the ROI of indirect channel partners
  • Without proper management, a company’s risk exposure can magnify when channel partners conduct business on its behalf
  • There is no silver-bullet solution to mitigating channel risk; it takes a proven multi-pronged approach
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Blog

Recruiting the Right Partners: Four Reasons You Need Channel Development Managers

Stephanie Sissler August 29, 2017
  • With changing buyer needs and growing competition, keeping your channel partner funnel full is just as important as keeping the sales funnel full
  • Avoid distracting channel account managers from nurturing and developing current partners by having them recruit new partners
  • Effective recruitment and activation of new partners demands focus and a different persona than that of a channel account manager
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Blog

Are You Recruiting the Right Channel Partners?

Stephanie Sissler July 14, 2017
  • Many organizations continually make bad choices in the partners they allow into their programs
  • Like hiring a new employee, accurate channel partner selection requires knowing what you are looking for and what you expect them to do
  • The development of an ideal partner profile should be treated as a requirement – not just a best practice
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Blog

Seven Elements of a Successful PRM Implementation

Stephanie Sissler June 26, 2017
  • There is very little written about implementing a partner relationship management (PRM) system
  • A successful PRM project starts with building a well-thought-out implementation plan
  • Partners and internal end users are not going to adopt a tool if they don’t understand why and how to use it
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Blog

How to Develop a Compelling Channel Partner Business Proposition

Stephanie Sissler December 21, 2016
  • With more suppliers competing for channel partner mindshare, a strong business proposition is critical
  • The first step to crafting a partner business proposition is to identify the ideal partner profile you are looking to recruit
  • Channel sales and marketing should test business propositions with current and potential partners
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Blog

Don’t Have a Partner Recruitment Toolkit? You Should.

Stephanie Sissler September 19, 2016
  • Suppliers are pressured to increase sales through indirect channels – enough that indirect sales are increasing more than direct sales
  • So, why are most suppliers still spending the lion’s share of their sales enablement budget on direct sales?
  • Channel sales and channel marketing must arm PAMs and PDMs with the tools to recruit the right partners
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Blog

Terminology Alert: Channel Partner Certification vs. Qualification

Stephanie Sissler June 29, 2016
  • Not all channel partner testing that results in a credential should be referred to as certification; some partner testing should be classified as qualification
  • To ensure security and integrity, certification exams can be taken offsite and overseen by an impartial individual who monitors the test-taking (i.e. proctored exams)
  • While proctored exams are the optimal administration format, they are not always the most prudent approach to validating partner skills and knowledge
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Blog

Onboarding: Start Right to Maximize Partner Performance

Stephanie Sissler May 6, 2016
  • A structured, comprehensive onboarding process is key to minimizing partners’ ramp time and maximizing their ongoing engagement and productivity
  • Poor onboarding of a new channel partner can quickly dismantle a relationship before it ever begins
  • Effective training must be customized by role, provided to partners in a variety of formats, and regularly reinforced to drive knowledge retention
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Blog

Seven Habits of Highly Successful Channel Account Managers

Stephanie Sissler March 12, 2015
  • Effective channel account managers (CAMs) select, support and motivate partners
  • High-performing CAMs use their strong business acumen to develop a deep understanding of their partners’ business
  • CAMs identify and focus on their highest-revenue potential partners
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Blog

Five Signs That You Need a Partner Portal Content Strategy

Stephanie Sissler January 21, 2015
  • Suppliers need to establish an effective content strategy for their partner portals
  • The navigation and structure of portal content should be organized in a logical way, making it easy for partners to find what they need
  • The portal landing page must resonate with partners and motivate them to visit it on a regular basis
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