Channel Inertia

Channel Inertia is the effect that slows down your channel sales due to the resistance of the channel's sales reps to venture into selling new offerings and things they are not yet comfortable with.  They typically revert to products and solutions they have been selling for a long time and which they are confident.  Beating Channel Inertia is key in building the right momentum in your channel to make it a reliable source for profitable growth.

The key to doing so is to link your newly recruited channel partners with demand from the market, to guide them towards early success and make sure that any reservations that exist, primarily with their sales force, are countered.  This approach where push and pull are created in a timely fashion is exactly what APL Scoring is all about when working to install and activate a channel program.