How Do You Define Channel Management?
Channel Management is the strategic set of activities where a primary organization (vendor) defines and manages the processes, people, and platforms required to deliver goods and services indirectly through external...
How to Make Your Channel Marketing Software Work for You
OK, now that you’ve gone through the arduous process of evaluating channel marketing software solutions and have made a selection, how do you ensure that you successfully engage your partner...
How to Select and Deploy a Partner Portal Solution
If you have been tasked with finding a partner portal solution, the best approach is to follow a formal process in which you clearly define where you are as a...
Partner Relationship Management: Why Lead Management Needs to be a Mobile Application
If you are selling through the channel, chances are your partner relationship management framework has some sort of a lead management program. It doesn’t matter whether you are in insurance,...
Business Planning with Channel Management Software
Technology organizations selling through the channel develop business plans with their strategic channel partners to ensure that the partner and the vendor organization stay aligned as they pursue marketing, sales,...
Your Partners Are Mobile—What about Your Partner Portal?
Believe it or not, in 2018 most vendors selling through the channel have partner portals that were built with technologies from decades ago. In fact, Al Gore could claim he...
5 Things Your Partner Management Software Needs
Partner Management Software is a unified digital platform designed to automate and streamline the entire channel workflow, from recruitment and training to sales enablement and incentives. It directly addresses the...
Is Your Partner Relationship Management Software Mobile-Friendly?
Vendors selling through the channel need to automate the management of their partner relationships. Over the past decade, many examples of partner relationship management software have come to market, but...
Incentivizing Partners Using Channel Management Software
Managing partner performance by providing the right kind of incentives is critical to the success of any channel sales initiative. This is where the right kind of channel management software...
What does your PRM system need to connect to?
The acronym PRM stands for partner relationship management, and a “PRM system” refers to a partner relationship management software platform. By leveraging a PRM system, an organization selling through the...
How to Get Better Return on Your MDF Marketing Investment
Organizations selling through the channel tend to spend quite a lot of money on MDF marketing activities with the intent of increasing partner-generated leads. However, most MDF marketing investments provide...
Why Most Deal Registration Programs Don’t Work
Most technology vendors selling through a network of channel partners tend to turn to deal registration programs to streamline their go-to-market motions. They also leverage such programs to incentivize the...
