Channel Marketing Automation – Key Risks IT Partners Must Manage To Succeed In Business
If an Information Technology (IT) solution provider doesn’t manage a few key technology trends effectively (please read our previous article "3 Macro Trends That Could Put Your IT Channel Partners Out of...
How to Create An Integrated Framework for Partner Relationship Management
Whether you are selling through the channel to end businesses or consumers, chances are you may be grappling with one or more of the following challenges: too much churn in...
3 Macro Trends That Could Put Your IT Channel Partners Out of Business
The Information Technology Channel Partners has gone through three profound changes over the four decades or so of its existence. The first was the channel’s transition from being largely white...
Key Channel Sales Metrics You Must Track
“What you measure is what you get” is a great business mantra. And when it comes to sales, it becomes much more than that: it’s a practice that drives the...
Staying Relevant to Your Channel Partners Part II: Five Critical Factors
It’s hard to get a true picture of how your channel partners feels about you as a vendor just by sending out a survey. As we discussed in a previous...
8 Essentials For Staying Relevant to Your Channel Partners -base
Whether you are at an early stage of building your channel partner network or already have a mature network, the one question that you should never stop asking is -...
Building A Thriving Channel Network, Part 2: Balancing Channel Partner Needs with Revenue Goals
When new opportunities beckon, many companies are tempted to jump in too early, and try to boost new product sales by building a massive channel partner network rather than examining...
Top Ten Criteria to Build A Thriving Channel Partner Networks
When you are starting up a high growth business or launching a product line, it is always tempting to try to boost sales by building a large channel partner network,...
How to Empower Country Teams Using Channel Marketing Automation
The primary challenge for any reasonably large technology company with global presence, marketing in a business-to-business (B2B) channel environment, is making sure that marketing assets that are created centrally for...
Why CRMs Don’t Work As Partner Relationship Management Systems
Customer relationship management (CRM) has evolved into a multi-billion dollar segment, with good reason. However, the Partner Relationship Management (PRM) category is relatively new, even though channel programs have been...
Partner Marketing Concierge Services: Learn Locally, Scale Globally
One of the realities of channel marketing, of which vendor organizations are all too painfully aware, is that the majority of channel partners do not have dedicated marketing resources. So,...
How to Provide Partner Marketing Concierge Help in Bite-Sized Chunks
Most channel partners don’t have a marketing department, a marketing specialist, or even an outsourced marketing provider, and even if they do, these resources tend to operate not as marketing...
