Stronger partners.
Bigger reach.
Shared growth.
Build, activate and manage partner ecosystems that expand market reach, improve partner productivity and create repeatable channel revenue.
- ✓ Channel Strategy
- ✓ Partner Recruitment
- ✓ Partner Enablement
- ✓ Demand Generation
- ✓ Partner Management
- ✓ Revenue Growth
Indirect sales through partners, designed and managed
Channel & Partner Sales covers the design, activation and management of indirect sales through partners such as distributors, dealers and resellers. Marconix works with clients across channel strategy, partner recruitment, enablement, demand generation, partner management and revenue growth.
- What it covers
- Channel strategy, partner recruitment, partner enablement, demand generation, partner management and revenue growth.
- Who it is for
- Businesses that sell, or want to sell, through distributors, dealers, resellers or similar partners.
- How it is governed
- Joint business planning, a regular review cadence and partner performance measurement, agreed for each client.
- How it is measured
- Typical measures may include partner activation, partner-sourced pipeline and revenue, training completion and market coverage. Measures and targets are agreed with each client.
Built for businesses that grow through partners
Channel & Partner Sales suits businesses that rely on, or want to build, an indirect route to market. The approach is configured around the client’s offer, partner types and markets rather than a fixed channel template.
Problems Channel & Partner Sales helps address
These are common challenges in building and running a partner channel. The right scope for each business is agreed during the engagement.
Limited partner coverage
Markets or segments without a suitable partner stay unserved. A defined channel structure shows where coverage is missing.
Slow or uneven onboarding
Partners that are not onboarded properly take longer to sell. Structured onboarding gives each partner a clear start.
Partners who sign but stay inactive
A signed partner is not a productive partner. Activation and joint activity turn agreements into sales.
Partners who lack product and pitch knowledge
Partners sell what they understand. Enablement on product, pitch and process closes the gap.
Little visibility of partner performance
Without a regular cadence and measurement, productive and inactive partners look alike. Governance makes the difference visible.
Six capabilities for partner-led growth
Which capabilities are in scope is agreed for each client.
Channel strategy
Designing routes, tiers, incentives and coverage for the partner channel.
Partner recruitment
Identifying, qualifying and onboarding productive partners.
Partner enablement
Training partners on product, pitch and process.
Demand generation
Creating partner-led opportunities through joint-market activity.
Partner management
Governance, review cadence and performance reviews for the partner base.
Revenue growth
Scaling productive partners and territories.
What can I hire Marconix Channel & Partner to do?
Most engagements start from one of these needs. Scope, team shape and commercial terms are agreed for each client.
Design a channel structure
Define routes, partner tiers, incentives and coverage before partners are recruited.
Best forBusinesses entering channel selling or restructuring an existing channel.
Recruit and qualify partners
Identify and qualify target partners against the profile agreed with the client, then support onboarding.
Best forBusinesses that need partners in specific markets or segments.
Enable partners to sell
Train and equip partners on the client’s product, pitch and process.
Best forBrands whose partners do not yet sell the product with confidence.
Generate partner-led demand
Launch joint-market activity that creates opportunities for partners to pursue.
Best forBusinesses with partners signed but producing few opportunities.
Manage partner performance
Run governance, a review cadence and performance tracking across the partner base.
Best forBusinesses with partners but little visibility of who is productive.
Scale what is working
Replicate productive partner motions and grow productive partners and territories.
Best forBusinesses ready to extend a channel model that already performs.
Team shape, scope and commercial terms are agreed for each engagement rather than fixed in advance.
Partner governance and measurement
A partner channel needs structure as well as reach. Four mechanisms provide it. The specifics are agreed for each engagement.
Structured onboarding and enablement
Each partner starts from a defined onboarding and enablement path.
Joint business planning
Plans, targets and activity are agreed with partners rather than set for them.
Review cadence and governance
A regular rhythm of reviews tracks performance and partner health.
Field and channel alignment
Partner activity is coordinated with the client’s own field and sales teams.
The Marconix channel process
A six-stage sequence, adapted to each client’s market and partner types.
- Step 01
Assess
Review the channel landscape and gaps.
- Step 02
Recruit
Find and qualify target partners.
- Step 03
Enable
Train and equip partners on product, pitch and process.
- Step 04
Activate
Launch joint-market activity.
- Step 05
Manage
Track performance and partner health.
- Step 06
Scale
Replicate productive partner motions.
How Channel & Partner performance is measured
Six typical measurement areas cover partner activity, enablement and commercial contribution. They describe how a channel program can be measured, not results Marconix has achieved. Measures and targets are agreed with each client.
Partner activation
The share of recruited partners that are active.
Partner-sourced pipeline
Opportunities created through partners, where the engagement tracks them.
Partner-sourced revenue
Sales contributed by partners, where the engagement tracks it.
Partner productivity
Output per active partner against the plan.
Training completion
Partners and partner staff completing enablement.
Market coverage
How much of the target market has an active partner.
Marconix does not quote benchmark figures here, because achievable levels depend on the market, offer and partner type. Targets are agreed with each client.
Trusted by businesses across industries.
Businesses that have worked with Marconix across its services. The logos represent businesses that have worked with Marconix across its services and do not indicate which service each business used.
How a Channel & Partner engagement works commercially
Engagements begin with a conversation about the client’s offer, markets and partner goals.
- 01
Conversation
Marconix learns about the client’s offer, markets and partner goals.
- 02
Proposal
A proposal covers the scope, team shape, governance and reporting.
- 03
Commercial terms and timelines
Both are discussed and confirmed in the proposal.
Channel & Partner Sales FAQs
Clear answers to the questions buyers ask most.
What is channel sales outsourcing?
Channel sales outsourcing is when a specialist provider helps design and run an indirect sales program: channel strategy, partner recruitment, enablement, demand generation, partner management and revenue growth, so partners such as distributors, dealers or resellers sell more of the client’s product.
What does Marconix’s Channel & Partner Sales service include?
The service covers channel strategy, partner recruitment, partner enablement, demand generation, partner management and revenue growth. Which capabilities are in scope is agreed for each client.
What is the difference between direct sales and channel sales?
In direct sales, a company’s own or outsourced sales team sells to end customers. In channel sales, third parties such as distributors, dealers or resellers sell on the company’s behalf. Channel sales extends reach but needs strong partner enablement and governance.
How does Marconix approach partner recruitment and onboarding?
Marconix works with the client to define the partner profile, identify and qualify target partners, and support their onboarding. Each partner is then enabled on the client’s product, pitch and process. The specifics are agreed for each engagement.
What is the Marconix channel process?
The process runs in six stages: assess the channel landscape, recruit partners, enable them, activate joint-market activity, manage performance, and scale what works. It is adapted to each client’s market and partner types.
How is channel partner performance measured?
Typical measures may include partner activation, partner-sourced pipeline and revenue, partner productivity, training completion and market coverage. Measures and targets are agreed with each client. Marconix does not quote benchmark figures, and these measures are not presented as Marconix client results.
Can Marconix run incentive or loyalty programs for channel partners?
Marconix offers Loyalty Program Management as a separate service, and channel programs can link to it where a client’s program calls for it. The scope is agreed for each engagement.
Can Channel & Partner Sales work alongside Field Sales?
Yes. Field and channel alignment is part of the operating model, and Marconix offers Field Sales as a separate service. The services can be combined where a client’s program calls for it.
How does a Channel & Partner engagement begin?
An engagement begins with a conversation about the client’s offer, markets and partner goals. Marconix then prepares a proposal covering the scope, governance and reporting, and commercial terms and timelines are confirmed in that proposal.
Discuss your Channel & Partner requirement
Share your offer, markets and partner goals. Marconix will prepare a proposal covering the scope, governance and reporting.