Seven Essential Requirements for the Next-Generation Partner Portal
What is a partner portal? What are the primary components of today’s partner portal? Where does program content end and relationship automation begin? And why are so many systems needed...
The Partner Portal is Dead, Long Live The Partner Portal
“The King is dead, long live the King!” is a proclamation that marks the accession of a new monarch and the beginning of a new era. Something similar is happening...
Why Channel Management Varies around the World
Channel management varies significantly around the world due to market maturity and regional factors. Organizations must recognize how structure, culture, solutions, and visibility shape partner strategies. Adapting these critical elements...
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 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...
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,...
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...
The Most Important Feature for Your PRM Software
The most recent trend in channel marketing automation has been the rapid deployment of Partner Relationship Management (PRM) Software along with Partner Marketing Management (PMM) capabilities in multiple industry verticals....
Making Deal Registration Work For Your Channel
Deal registration is an incredibly important mechanism to not only eliminate channel conflicts but also reward channel partners to do the right things in the right way. Organizations selling through...
How to Ramp to Revenue Faster Using Partner Relationship Management (PRM) Software
When selling through a channel, chances are every now and then you will need to run partner recruitment (existing and new partners) campaigns into your channel program. Automating your recruitment...
3 Ways to Use Your CRM Platform for Partner Relationship Management
Organizations selling via networks of channel partners (resellers, VARs, distributors, wholesales, agents, or other third party arrangement need to have a systematic approach towards partner relationship management (PRM) if they...
