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...
Why a Lead Management System Is Critical for Channel Sales
Most vendors spend millions of dollars in generating end user awareness and inbound leads. However, very few have systems in place for getting those leads effectively to channel partners. Instead,...
7 Market Development Funds Programs That Yield Results
We frequently see vendors and providers struggling to figure out what would be the right set of programs to use Market Development Funds (MDF) or Co-operative (Co-op) Marketing Funds effectively...
Making Market Development Funds Work for You
There’s a pot of gold waiting for IT solution providers – and technology vendors are almost uniformly frustrated in getting their channel to make use of it. Vendors who sell...
How Partner Profiling Can Increase Your Channel Sales
Most organizations who sell through the channel have both productive and unproductive partners. One of the easiest ways to grow revenue is to figure out how to transform some of...
Must-Haves for Your Partner Portal – Part 2 of 2
In this hypercompetitive world, the ease-of-use of a vendor’s partner portal plays a huge role in portal utilization. The way in which content is uploaded and managed; responsiveness; user-friendliness of the...
