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...
Why PRM Software Needs to Focus on Enabling Customers for Change Management
Partner relationship management (PRM) software is a fast-growing category in channel management today. However, most PRM software providers miss the fundamental idea behind such a platform and tend to provide...
How Flexible Is Your Partner Relationship Management Software?
If you are selling through the channel, you probably have some kind of partner relationship management software (PRM) in place. It may have been cobbled together by various channel managers...
Overview of Best of Breed Through-Channel Marketing Automation Platforms
Over the last couple of decades there have been a few dozen providers of through-channel marketing automation platforms (TCMA), but until recently none has been able to address the needs...
Can You Configure Your PRM Software?
Partner relationship management (PRM) software has been around for a while now—about a decade or little more. In its early days, PRM software was essentially a partner portal that typically...
