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Posts By: Sugata Sanyal

Partner-Relationship-Management-definition

What Is Partner Relationship Management?

We have discussed earlier what channel management is and why it matters. Assuming that you now know what channel management...

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co-branding-definition
January 9, 2020 All, Co-Branding

What Is Co-Branding?

Co-branding is a term used in marketing where two brands are used together to advertise or promote a specific set...

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Channel-Management-definition
January 7, 2020 All, Channel Management

What Is Channel Management?

The word “channel” indicates a passageway through which something flows. Channel management is a discipline in management science in which...

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lead-management-right-software
December 16, 2019 All, Lead Management

Leads, Leads Everywhere… How to Pick the Right Automation Software

In our earlier articles on lead management, we discussed why it is essential to have the right strategy, structure, staffing...

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PRM System
December 9, 2019 All, PRM System

7 Reasons to Deploy A PRM System for Manufacturing Organizations

Most manufacturers have always had the distribution networks to sell their products locally and globally. With the advent of information...

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lead-management-staff-strategy
November 25, 2019 All, Lead Management

Leads, Leads Everywhere… How to Staff Up for Your Channel Lead Management Strategy

In my previous articles on lead management, I explained why building the right strategy is important, and how a thoughtful...

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Deal-Registration-Mistakes
November 18, 2019 All, Deal Registration

5 Mistakes of Deal Registration Programs

Most companies selling through an open channel tend to implement deal registration programs. While some deal registration programs are helpful...

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lead-management-staff-strategy
November 13, 2019 All, Lead Management

Leads, Leads Everywhere… How to Build the Right Organization

In my previous article on lead management, I discussed how to develop the right lead generation and management strategy by...

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lead-management-strategy
November 11, 2019 All, Lead Management

Leads, Leads Everywhere… Which Management Strategy Should I Follow?

Channel sales are dependent on partners’ ability to generate, manage and close sales leads. Sometimes partners are able to generate...

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Partner-portal-build-or-buy
March 22, 2019 All, Partner Portal

Should You Build or Buy Your Next Partner Portal?

If you have started reading this article, chances are you are looking to buy your next partner portal or build it internally....

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channel-management-long-short
March 14, 2019 All, Channel Management

Channel Management: Why Thinking Long-Term and Acting Short-Term Matters

Jack Welch is famous for saying, “You can’t grow long-term if you can’t eat short-term. Anybody can manage short. Anybody...

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Partner-relationship-management-core

Five Core Best Practices in Partner Relationship Management

More and more companies today are marketing and selling through the channel to increase reach and velocity of product distribution....

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