Why Channel Partners Don’t Use Market Development Funds (MDF)
Most vendors that are selling through the channel depend on their partners to generate demand instead of just relying on leads generated by the vendors. However, the sad reality is...
How to Make Unified Partner Management A Reality
There is no doubt that channel management is complex. (For more on this, see our previous posts, 5 Myths of Channel Management and Challenges of channel management.) However, it’s made...
How to Work with Channel Management Software Vendors
As more and more companies add channel to their sales equation, the competition to reach the end user via channel has increased substantially. New partners enter the marketplace in the...
How Content Syndication Can Drive Sales Enablement
Content syndication transforms sales enablement by delivering the right materials at every stage of the buying journey. Organizations that map distributed content to specific sales process stages achieve higher engagement,...
Why Digital Prospecting Matters in Today’s World
Over the past few decades, companies have invested considerable sums in building out an inside sales infrastructure. During this same period, we have also seen increases in demand for marketing...
Most Important Features of a Channel Marketing Software Platform
Many vendors today are deploying channel marketing software solutions to drive partner marketing activities. The goal for this class of software is to get partners actively engaged in various channel...
How to Drive Adoption of a Channel Marketing Automation Platform
Vendors selling to a channel need to enable their channel partners to generate and drive channel partners. This has been a challenge for almost all vendors, whether they are selling...
Why Partner Marketing Fails Most of the Time
For those who are selling through the channel, partners can be a great asset for an organization to depend on. Companies and vendors that target both consumers and businesses require...
Recession is Coming. Is Your Channel Management Team Ready?
Over the last year or so, there has been much talk about another impending recession and how it could impact channel management. The recession theory is based upon historical trends,...
7 Things to Consider for Appointment Setting Campaigns
Appointment setting has actually existed for nearly two decades. Over the last five to seven years, however, it has undergone a dramatic transformation. When appointment setting began, it focused primarily...
How To Select a PRM Software Vendor
Many organizations selling through the channel today are trying to determine how best to automate their partner relationship management (PRM) process. In order to do so, quite a few are...
Challenges of Channel Management
Introduction Channel management is complex primarily because of what it tries to manage. The word “management” implies some level of control to achieve performance from an individual or from a...
