Build a zero-headcount sales team and grow revenue through the channel-Build-a-zero-headcount-sales-team-

Video Transcription

Video Summary

Andy Gilbert, a channel expert and director at Connecting to Channel, explains how businesses can use indirect sales channels to grow after lockdown. He warns that falling revenue can trigger a downward spiral of cost cuts, but says the channel can help companies scale quickly, speed up time to revenue, and reduce risk when entering new sectors or geographies. He describes modern channels as more complex than traditional distributor-reseller models, especially with the rise of software and “as a service” offerings. Andy stresses the importance of strategy, ethics, and trusted relationships, and recommends targeting likely partners carefully. His process: research companies and people, reach out via LinkedIn, use video messages, and then connect through short online calls and digital onboarding tools. The main takeaway: be intentional, start with the usual suspects, and stick with the plan.

Keywords

indirect sales channels

business growth

channel strategy

partner relationships

digital onboarding

LinkedIn outreach