Take advantage of these 7 Best Practices for improving your channel incentive program and relationships with distributing partners.
Learn the ins-and-outs of one of the most complex channel programs manufacturers and their distributing partners face: Special Pricing Agreements
Computer Market Research sat down with former Panasonic VP of Channel Sales, Sheila O’Neil, to discuss best practices for channel account managers.
As 2017 gains steam, the market development funds continue to adapt to digital. Vendors argue programs which feature MDF are in a world of flux, and partners–with limited digital marketing experience–struggle to execute these incentives The trickle effect of market development funds is affecting all parties, and vendors must recognize their value to partners not only Read More
Building an Efficient and Committed Channel Partner Community Requires the Right in-House Experts These experts include Channel Account Manager (i.e. CAM), who are in the trenches of indirect sales and have more work in a given day than they could possibly do. What is a Channel Account Manager? An effective CAM is the company’s front-line Read More
Recruit Profitable Channel Partners by Implemeting Well-Defined Incentive Programs Do opposites attract in the manufacturer-partner relationship? Probably not. When you’re searching to recruit profitable channel partners, you look for synergy. A combination of business practices, solutions, and objectives that not only complement one another but are also unique to the market and create diverse Read More
Attracting the right Channel Partners to your Business Comes Down to How Well you Executed your Recruitment Strategy. If you’re a manufacturer that wants to transform “inactive channel partners” [i.e., distributors, resellers, dealers, etc., that only get behind your offering if a deal falls in their lap] into “active partners” [i.e., partners that are fully invested Read More
Successful Channel Partner Relationships Begin by Identifying what End-Users Deem Valuable It is either arrogance or naivety to assume manufacturers dictate the fate of the way end-users purchase products. At the end of the day, end-users possess power in how products are consumed. Therefore, leveraging the channel partner model depends largely on how well manufacturers Read More