Who is Google?
Nobody knew who Google were quite some time ago. They were a small company but they soon became one of the biggest brands out there. History has shown that they owe a lot of their success and even early growth to channel partnerships. Ironically these include AOL and even Yahoo. Now they make billions for their channel partners.
Rampell, from TrialPay has some great advice for anyone who wants to become successful across the board. Rampell’s philosophy for business selling is that you need to start out with a tight vertical. The area that he knew well was actually consumer software. This is how Mark Zuckerberg started out because it is something that they were very familiar with. Rampell also went on to cite a story that he heard from the CEO of Netflix. Rampell asked him why he wasn’t expanding to Canada, when he had the chance to. Reed Hastings, the current CEO then went on to say that he can still grow the company tenfold in the US, and that he doesn’t plan on expanding until they cannot progress anymore. It’s this same lesson that Rampell likes to apply to business. When he launched TrialPay in the year 2006, his team went out to try and win the software vertical first. The problem is that they had to try and find the right partners to do it.
Channel Partnerships – weapon or not?
Rampell believes that channel partnerships really are the best weapon if you want to reach out to longtail clients. He knew that they were a payment company, so they started to put out deals and discounts to people who were already buying things, as opposed to those who were just browsing the web. They ended up with a huge roster of website merchants and they also came to the conclusion that website merchants were in need of domain names. They also need hosts, commerce software and more. This made them a very good match for TrialPay.
In this day and age, companies are just getting going with channel partnerships and they are also focused on getting a strong program in place too. TrialPay knew that they wanted to delve into the world of channel marketing, but they had one problem. They had thousands that they could talk with, but they had to focus and think about which ones they actually wanted to focus on.
This brought about a range of problems, yet also solutions at the same time. Rampell is now an expert in the field when it comes to channel marketing, and his story still has so much to be told. If you want to read on, click this link.