Samsung Mobile Channel Chief Mike Coleman On Unlocking 'Explosive Growth' In The Channel And Partner Recruitment For 2018
What will be the focus for the mobile channel program at Samsung in 2018?
Moving into 2018, our objective is to recruit a significant number of mobility-specific partners to the Samsung practice. We have a mobility solution partner program that we've built. And essentially, I call it the "give-get." So for a partner that wants to embrace us and invest in us, we, therefore, invest in them … The objective is to find partners that are willing to invest in us, become certified in our mobility solutions, invest in training, invest in marketing, invest in sales leads. And then we dedicate a rep to them. We provide a bucket of MDF. We allow them to use facilities for partner prospecting-type events. We have an inside sales force that we are growing significantly, that is building leads. And as part of that program, in exchange for their commitment to us, we commit to them a certain number of leads that will flow through them. We agree to joint pursuits. We engage our field sales force to work closely with those partners as well. And so as a result of that, we have had a second-half surge of partners that have signed up and committed to us on the [mobility solution provider] program. And we have now laid the groundwork for what I consider to be explosive growth, in terms of partner recruitment, in 2018.