Lead Management. Everywhere Leads… How to Pick and Build the Right Systems
Once you have figured out your lead management strategy, structure and staffing plans, it‘s essential that you have the right systems in place to truly build a world-class lead management...
7 Reasons to Deploy A PRM System for Manufacturing Organizations
A robust Partner Relationship Management (PRM) platform is essential for manufacturing organizations today. It provides the core infrastructure to efficiently manage complex, multi-tiered channel partner networks. Manufacturers rely heavily on...
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 structure can make a big difference. In this article, we...
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 and actually help channel partners close deals and serve their...
Lead Management. 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 tying it to market segments, product types, pricing, complexity and...
Lead Management Strategy? 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 new opportunities for a vendor, but in most cases vendors...
Should You Build or Buy Your Next Partner Portal?
Deciding whether to build or buy a partner portal depends on your unique business needs. You must consider your available resources, your long-term channel strategy, and your desired time-to-market. This...
Channel Management: Why Thinking Long-Term and Acting Short-Term Matters
Channel Management is the strategic imperative of balancing multi-year, long-term ecosystem development with process-based, short-term execution via third-party partners. It is critical for maximizing Return on Investment by actively shifting...
Three Tips for Hiring Channel Marketing Professionals in a Tight Labor Market
Struggling to hire? You’re not alone, and the difficulties extend well beyond the US. Even at the global level, we are experiencing an unprecedented shortage of qualified prospects across multiple...
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. This wasn’t the case 30 or 40 years ago. Remember...
Why Do We Need Partnership Management Strategies?
Most businesses today rely on three core groups of people: customers, employees and suppliers. However, a fourth group of entities — partners — is becoming increasingly important for many companies...
How to Build Partner Relationship Management Processes
Most enterprises engaged in business-to-business or business-to-consumer sales have a distributed way of going to market. This means there are very few organizations — with the exception of some small...
