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...
Is Your Channel Sales Motion Choppy?
A well-run channel can produce a consistent sales motion that will not only drive profitable growth, but also help an organization establish a significant competitive advantage. However, building a channel...
Three Core Focus Areas for Channel Marketing
Channel marketing involves a broad range of activities. While these activities tend to vary from one company to another, there are three core focus areas that are consistent across most...
ZINFI Named Finalist in Channel Management for Red Herring Award
Leader in Channel Management Unified Partner Management (UPM) innovation continues its momentum in 2017 Pleasanton, CA — June 8, 2017 — ZINFI Technologies, Inc., a company leading the definition and...
5 Factors That Affect Channel Sales
Selling directly is a significant challenge in itself. But consider what happens when you are selling within an indirect go-to-market model via a network of channel sales partners, and add...
What Partners Look for in a Partner Portal
Today, a partner portal is the primary interface that organizations selling through the channel use to communicate with their channel partners. Therefore, it is essential for channel organizations to know...
7 Ways to Drive Channel Marketing via Distribution
Most large organizations selling through a channel rely either on a distributor or a wholesaler, but rarely take a structured approach to driving partner marketing. This is truly a missed...
What to Do about Two Core Challenges of Partner Marketing
Selling via a network of channel partners is especially hard, because partners don’t report to vendors and most partners don’t have processes and people in place to have truly effective...
Make Your Channel Go Vroom Vroom with PRM Software
You must be saying, “What? Is my channel a car?” Well, guess what? In many ways your channel is like a car. It takes you from point A to point...
Does Lead Scoring Matter for Lead Management Software?
As we have discussed in earlier articles, lead management software is a form of business process automation that streamlines activities between marketing and sales to identify potential new business opportunities...
Building a Run Rate Channel Sales Motion
Channel sales organizations build predictable run rate motions by systematically extending partner reach, expanding product breadth, and optimizing performance across their ecosystems. Companies that commit fully to structured indirect selling...
What is Lead Management Software?
What is lead management software? A simple definition would go something like this: business process automation software that streamlines activities between marketing and sales to identify potential new business opportunities...
