{"id":1015,"date":"2019-08-02T08:38:36","date_gmt":"2019-08-02T07:38:36","guid":{"rendered":"http:\/\/3.121.245.112\/?post_type=blog&#038;p=1015"},"modified":"2020-04-30T11:30:38","modified_gmt":"2020-04-30T10:30:38","slug":"pasos-estrategia-channel-partner","status":"publish","type":"blog","link":"https:\/\/gotoclient.com\/en\/blog\/pasos-estrategia-channel-partner\/","title":{"rendered":"Pasos para crear una estrategia de Channel Partner Tecnol\u00f3gico"},"content":{"rendered":"\n<div class=\"wp-block-columns has-2-columns is-layout-flex wp-container-core-columns-is-layout-1 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<p><\/p>\n\n\n<div class=\"blog-post-date\">\n    Aug 02 \u00b7 Blog<div class=\"blog-post-date__social\">\n    <a href=\"#\" class=\"social social--f\" rel=\"nofollow\" aria-label=\"Share on facebook\">\n        <svg class=\"facebook\" fill=\"#000000\" height=\"15\" viewBox=\"0 0 24 24\" 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}\n<\/style>\n\n\n\n<h2 class=\"wp-block-heading\">Pasos para crear una estrategia de Channel Partner Tecnol\u00f3gico<\/h2>\n\n\n\n<div style=\"height:47px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>En este post viene la hora de la verdad:<strong>&nbsp;los diferentes pasos a seguir para crear una estrategia de Channel Partner&nbsp;<\/strong>y c\u00f3mo fortalecer la relaci\u00f3n.&nbsp;<\/p>\n\n\n\n<p>Despu\u00e9s de ubicarnos con los diferentes conceptos que nos podemos encontrar en el&nbsp;<a href=\"https:\/\/www.gotoclient.com\/blog\/channel-marketing-sector-tecnologico\">Channel Marketing<\/a>&nbsp;dentro del sector tecnol\u00f3gico, toca ir a la acci\u00f3n.&nbsp;<\/p>\n\n\n\n<p>Es bueno saber que los&nbsp;<a href=\"https:\/\/www.gotoclient.com\/blog\/channel-partner-tecnologico\">Channel Partners<\/a>&nbsp;existen, pero conociendo el \u00e9xito que pueden llegar a proporcionar, ser\u00eda excelente tambi\u00e9n conocer qu\u00e9 hay que hacer para captar los mejores y c\u00f3mo definir la estrategia.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"700\" height=\"467\" src=\"https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/statistics-700x467.jpg\" alt=\"\" class=\"wp-image-3609\" srcset=\"https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/statistics-700x467.jpg 700w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/statistics-250x167.jpg 250w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/statistics-768x512.jpg 768w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/statistics-1680x1120.jpg 1680w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/statistics-1020x680.jpg 1020w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/statistics-730x487.jpg 730w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/statistics-1280x853.jpg 1280w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/statistics-120x80.jpg 120w, https:\/\/gotoclient.com\/wp-content\/uploads\/2019\/11\/statistics-372x248.jpg 372w\" sizes=\"auto, (max-width: 700px) 100vw, 700px\" \/><\/figure>\n<\/div>\n<\/div>\n\n\n\n<div style=\"height:105px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n\n\n\n<div style=\"height:65px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-2 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<h2 class=\"wp-block-heading\">Paso 1. Selecci\u00f3n de los Partners<\/h2>\n\n\n\n<div style=\"height:37px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Primero de todo, hay que&nbsp;<strong>definir el perfil ideal del partner<\/strong>. Para cada candidato, hay que plantearse una serie de preguntas. Entre algunas de ellas son:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>\u00b7 \u00bfEst\u00e1n preparados? Es decir, si tienen recursos para invertir en la colaboraci\u00f3n.<\/li><li>\u00b7 \u00bfEst\u00e1n dispuestos? \u00bfLa colaboraci\u00f3n les ayudar\u00e1 a conseguir sus objetivos?<\/li><li>\u00b7 \u00bfSon capaces?&nbsp;<\/li><li>\u00b7 \u00bfTenemos valores similares? Es importante que la cultura empresarial sea similar para poder ponerse de acuerdo.<\/li><\/ul>\n\n\n\n<p>En el caso que se busquen partners de gran potencial, se pueden buscar agencias en las que se puedan comparar con los mejores partners que tenga la empresa o tambi\u00e9n preguntar a clientes potenciales con qu\u00e9 partners trabajan.<\/p>\n\n\n\n<p><\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<div style=\"height:50px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n<\/div>\n<\/div>\n\n\n\n<div style=\"height:100px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-3 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\"><\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<h2 class=\"wp-block-heading\">Paso 2. Conocimiento<\/h2>\n\n\n\n<div style=\"height:50px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Una vez identificados los partners con los que se querr\u00eda hacer una colaboraci\u00f3n hay que conocerlos m\u00e1s a fondo, lo que les interesa, etc. Algunas preguntas que se les puede hacer son las siguientes:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>\u00b7 \u00bfQu\u00e9 es importante para vosotros en una organizaci\u00f3n?<\/li><li>\u00b7 \u00bfCu\u00e1les son vuestros principales motores de crecimiento?<\/li><li>\u00b7 \u00bfCu\u00e1l es vuestra propuesta de valor hacia los clientes?<\/li><li>\u00b7 \u00bfCu\u00e1l es vuestro&nbsp;<a href=\"https:\/\/www.gotoclient.com\/blog\/4-respuestas-sobre-definir-buyer-personas\">buyer persona<\/a>?<\/li><\/ul>\n\n\n\n<p>Despu\u00e9s de evaluar el contexto del partner, se deber\u00eda observar de manera conjunta:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>\u00b7 \u00bfCu\u00e1l ser\u00e1 nuestro mayor obst\u00e1culo?<\/li><li>\u00b7 \u00bfHay competencia para la oferta que queremos crear?<\/li><li>\u00b7 \u00bfPodemos destacar en el mercado?<\/li><\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><\/p>\n\n\n\n<div style=\"height:52px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-4 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<h2 class=\"wp-block-heading\">Paso 3. Definici\u00f3n de los Objetivos<\/h2>\n\n\n\n<div style=\"height:51px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>En este paso se debe crear un documento enumerando los objetivos, la visi\u00f3n espec\u00edfica del mercado, estrategias y t\u00e1cticas. Definir qui\u00e9n har\u00e1 qu\u00e9, los recursos que ambas partes facilitar\u00e1n, etc.<\/p>\n\n\n\n<p>A continuaci\u00f3n, despu\u00e9s de elaborar el documento, os tendr\u00e9is que plantear lo siguiente:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>\u00b7 \u00bfQu\u00e9 har\u00e1 el partner?<\/li><li>\u00b7 \u00bfQu\u00e9 har\u00e1s t\u00fa?<\/li><li>\u00b7 \u00bfLos compromisos son realistas?<\/li><li>\u00b7 \u00bfEstar\u00e1 todo acabado en las fechas marcadas?<\/li><li>\u00b7 \u00bfHay posibles obst\u00e1culos?<\/li><\/ul>\n\n\n\n<p><\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\"><\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-5 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\"><\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<h2 class=\"wp-block-heading\">Paso 4. Fidelizaci\u00f3n<\/h2>\n\n\n\n<div style=\"height:50px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Las empresas pueden conseguir que los partners se fidelicen a trav\u00e9s de:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>\u00b7 <strong>Formaci\u00f3n:<\/strong>&nbsp;Los partners tienen que ser expertos en los productos de la empresa, y a\u00fan m\u00e1s dentro del sector tecnol\u00f3gico. Una vez formados, se les tiene que ir actualizando de las novedades de la empresa.<\/li><li>\u00b7 <strong>Industria:<\/strong>&nbsp;Al igual que tienen que ser expertos en los productos de la empresa, tambi\u00e9n tienen que serlo del sector ya que as\u00ed estar\u00e1n en ventaja respecto a la competencia. Tienen que conocer a fondo el mercado y ayudarlos a crecer educ\u00e1ndolos en aquellos aspectos que no saben. Para ello, la empresa tiene que estar al tanto de lo que ocurre en las diferentes industrias y informar a los partners de las nuevas tendencias.<\/li><li>\u00b7 <strong>Formaci\u00f3n de ventas:<\/strong>&nbsp;Los partners tecnol\u00f3gicos B2B, al querer vender a los l\u00edderes empresariales tienen que tener una fuerte formaci\u00f3n empresarial.&nbsp;<br>La norma 80-20 dice que algunos de los partners que tiene la empresa proporcionan la mayor parte de los ingresos. Por ese motivo, muchas empresas adoptan demasiado esa regla en los partners m\u00e1s potenciales. Los partners medianos y peque\u00f1os tambi\u00e9n pueden servir de gran ayuda si la empresa se centra en el contenido m\u00e1s valioso y eficaz y se les ofrece de forma estructurada.<\/li><\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p><\/p>\n<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-6 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<h2 class=\"wp-block-heading\">Paso 5. Soporte al Partner<\/h2>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Hay algunos puntos clave que se pueden hacer para asegurarse que la experiencia de los partners se acerca a sus objetivos:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>\u00b7 Compartir informaci\u00f3n sobre el potencial cliente.<\/li><li>\u00b7 Identificar partners potenciales para la empresa y ofrecerles recomendaciones estrat\u00e9gicas.<\/li><li>\u00b7 Asegurarse que realiza su actividad con \u00e9xito.<\/li><\/ul>\n\n\n\n<p><\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\"><\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-7 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\"><\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\">\n<h2 class=\"wp-block-heading\">Paso 6. Evoluci\u00f3n de los programas de los Partners<\/h2>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Durante la colaboraci\u00f3n, se pueden mejorar varios aspectos. Las mejores ideas a veces pueden venir de los feedbacks con los partners. Se puede hacer a trav\u00e9s de encuestas, entrevistas, etc. Podemos enriquecer la b\u00fasqueda con todos las opiniones de las personas que participan en la colaboraci\u00f3n.&nbsp;<\/p>\n\n\n\n<p>Se tiene que trabajar continuamente para transmitir el valor que aportan los partners en la empresa. Por esa misma raz\u00f3n, es aconsejable compartir la historia de la empresa&nbsp; explicando el valor que tienen los partners para la organizaci\u00f3n, y as\u00ed los dem\u00e1s partners estar\u00e1n mas interesados en trabajar con la empresa.&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:41px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<a href=\"https:\/\/landingpages.gotoclient.com\/consultoria-channel-marketing-tecnologico\" class=\"block-button\" target=\"_blank\">\n    Solicitar Consultor\u00eda Channel Marketing  en el Sector Tecnol\u00f3gico<\/a>\n<style type=\"text\/css\">\n    #button-block_5d9df286a5947 {\n        background: ;\n        color: ;\n    }\n<\/style>\n<\/div>\n<\/div>\n\n\n\n<div style=\"height:55px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div style=\"height:38px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n","protected":false},"excerpt":{"rendered":"<p>Pasos para crear una estrategia de Channel Partner Tecnol\u00f3gico En este post viene la hora de la verdad:&nbsp;los diferentes pasos a seguir para crear una estrategia de Channel Partner&nbsp;y c\u00f3mo fortalecer la relaci\u00f3n.&nbsp; Despu\u00e9s de ubicarnos con los diferentes conceptos que nos podemos encontrar en el&nbsp;Channel Marketing&nbsp;dentro del sector tecnol\u00f3gico, toca ir a la acci\u00f3n.&nbsp; [&hellip;]<\/p>\n","protected":false},"featured_media":3609,"parent":0,"template":"","tags":[],"blog_cat":[],"blog_language":[125],"class_list":["post-1015","blog","type-blog","status-publish","has-post-thumbnail","hentry","blog_language-espanol"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.8.1 - 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