How to Increase the Probability of Success for Channel Management Programs
One of the biggest challenges for a vendor in worldwide channel management who rolls out one or more “new” channel programs is to make sure that the partners who are...
What Is PRM?
In channel management, PRM stands for partner relationship management. (If you want to know what PRM stands for in other industries, please consult this prm acronyms article, where we have...
Marketing to Partners Using Channel Marketing Software
Any organization selling through the channel needs to make sure its partners are aware of its offers, programs, pricing and various other channel marketing activities. This is where purpose-built channel...
Why Multi-Touch End User Marketing Doesn’t Work In Channel Marketing
Channel marketing has finally begun to emerge from the dark ages and deploy digital marketing tools. While most end-user marketing today is driven by persona-based or account-based marketing that leverages...
When Channel Sales Is a Bad Idea
A network of channel partners can provide enormous value to an organization seeking to scale its reach and extend services to end customers. This is true both in the consumer...
Why Partner Portal Software Must Make Selling Easy
Partner portal software is a centralized digital gateway that enables vendors to manage relationship lifecycles, marketing automation, and sales enablement within a unified ecosystem. This technology streamlines the transition from...
Why a Channel Sales Manager Can Make or Break a Channel
One of the most important roles in an organization selling through the channel is the role of a channel sales manager. Why? It’s simple: This is where rubber meets the...
Why Most MDF Marketing Programs Fail
Market development funds (MDF) are a critical source of marketing activity. Most vendors selling through the channel want to leverage MDF marketing to drive business growth via their network of...
4 Ways to PEPP Your Channel Sales
If your channel sales are flat and you have limited resources to drive fundamental structural changes or increase sales velocity via new products or organs, there are four fundamental steps...
How to Be a Rock Star in the Channel Marketing World
If you think marketing is hard, try channel marketing. Try marketing to and through a group of very important people who do not report to you, have their own business focus and agenda, and may...
The Paradox of MDF Marketing
Market development fund (MDF) marketing is a major source of activity for organizations selling through the channel. Over the past few decades, MDF marketing has become a lot more organized...
Why PRM Is Just a Starting Point
PRM — partner relationship management—focuses primarily on helping organizations selling through the channel to be more productive in managing their relationship with the partner base. However, PRM is just the...
