In the fast-paced world of manufacturing, efficiency and data-driven decision-making are not just buzzwords—they're essential components of success. As manufacturers strive to streamline their operations and enhance profitability, Point Of Sale (POS) reports emerge as a powerful tool in their
Unlocking Growth: Understanding the Various Types of Channel Partners for Manufacturers
In today's fast-paced and increasingly interconnected market, manufacturers are constantly seeking innovative ways to expand their reach and boost their growth potential. One effective strategy that has gained prominence is leveraging channel partnerships. By understanding the various types of
The Vital Role of Business Relationships in the Manufacturing Sector
In today's competitive manufacturing landscape, the significance of nurturing robust business relationships has never been more crucial. As industries evolve and market demands fluctuate, manufacturers are coming to realize that success is not solely determined by product quality but also by the
Nurturing B2B Relationships: A Comprehensive Guide for Manufacturers
In today’s competitive landscape, the significance of robust B2B relationships cannot be overstated for manufacturers. Establishing and nurturing these relationships is critical for sustained business growth and success. This guide digs deep into effective strategies for strengthening B2B
Leveraging Channel Partners: The Key to Expanding Your Manufacturing Business
As a manufacturer, you're always looking for ways to grow your business. One often overlooked strategy is leveraging the power of channel partners. A channel partner can be a third-party organization or individual that markets and sells products or services on behalf of another company. This can
Channel Management Strategy: The Key to Success in Manufacturing
In today's competitive business environment, a solid channel management strategy is more than just a luxury—it's a necessity. For manufacturers, understanding and implementing effective channel management in marketing can significantly enhance business performance and drive growth. Understanding
Harness the Power of Channel Portal Software for Your Manufacturing Business
In today's competitive manufacturing landscape, the pressure to streamline operations and improve efficiency is higher than ever. One underutilized tool that can significantly boost your business's performance is channel portal software. This powerful technology provides a centralized platform for
Optimize Your Manufacturing Business with Effective Channel Partner Management
In the competitive world of manufacturing, businesses need to leverage every advantage they can get. One such edge is effective channel partner management. By building and maintaining strong relationships with your channel partners, you can boost your sales, extend your reach, and improve customer
Harnessing the Power of a Channel Partner Ecosystem
As manufacturers, you're no strangers to the complexities of supply chains, distribution channels, and partner networks. Additionally, the term "channel partner ecosystem" might sound like just another buzzword in the business world, but its implications are far-reaching and can drive significant
Your Partner Relationship Management System
For many vendors, managing partners can be a frustrating process. Small companies with only a few vendors may get away with manual processes or using spreadsheets. However, when the main goal is to grow, this can become rather daunting and costly. For larger companies, dealing with numerous
20 Questions to Help Understand Your Channel Relationships
You’ve done your research and selected the right channel partners to build out your channel ecosystem. But how much do you really know about channel partner relationships? The fastest way to partner satisfaction is by building and maintaining your relationship with them. And satisfied channel
How to Manage Your Partnership with Distribution Partners
If your business is pumping products through a channel pipeline, then you already understand that it is a massive undertaking. But are you doing the best to manage your partner relationships? If not, you could be at risk of losing your partnerships, which will most definitely put a kink in your
How to Measure Your Partner Program KPIs
We're here to give you the rundown on the best ways to measure your partner program's KPIs. Key performance indicators, or KPIs, are used by many businesses’ that sell thru the channel to measure the performance of their channel partners. It’s rather simple: You set a goal. You put tactics in
Partner Relationship Management Challenges and Solutions
High-tech organizations seek channel partnerships as a strategic alliance, of sorts, to assist operations in a number of ways, such as to promote products or services, increase efficiencies in distribution and store products. However, managing the needs of multiple partners in a supply chain can be
Having a Strong Partner Management System During COVID-19
At the start of the COVID-19 pandemic, leaders scrambled to find solutions to operate in a new normal. As a result, it seems, the entire world sheltered in place and started working from home. Companies with solid partner management systems in place adapted a bit better while those with traditional
Establishing a Manufacturer-Distributor Partnership
As a manufacturer, success requires a solid relationship with distributors to help you expand into new areas and increase sales. The ideal manufacturer-distributor partnership can be categorized as a tactical and strategic relationship where both parties benefit from working together to achieve
Top 10 Reasons Channel Partnership are Cancelled
What Can a Manufacturer Do to Prevent Channel Partnership Cancellation? Many manufacturers spend a great deal of time and resources on establishing channel partnerships in order to expand their business, only to be let down by the results. For a manufacturer to maximize their chances of success,
How to Optimize your Channel Rebate and SPIF Programs
Best Practices for Creating and Implementing Rebate and SPIF Programs. Rebate and SPIF programs are powerful incentive tools best used to boost your partners’ sales efforts. Such sales incentive programs are designed to ultimately increase product revenue by the number of units sold. However,
Creating a Successful Channel Program Strategy
The channel landscape has undergone tremendous changes. Changes from "Second Platform" to "Third Platform" stage of IT is leaving businesses who rely on traditional IT infrastructure behind. Businesses who have invested in the Second Platform will continue to see growth from 2018 to 2012. However,
Characteristics of Good Vendors in a Channel Partnership
What is a Good Vendor and How to Decide which one to Work with in the First Place. Vetting vendors can be a difficult process, especially if you are evaluating a new supplier with not much prior history in the channel. It’s true that you can always move if a partnership does not work out.
Partner Recruitment Plan Formula and Its Components
A Partner Recruitment Plant Formula that Equals Revenue Growth. Partner profiling is widely used by vendors for identifying and selecting the right partners in the partner recruitment plan. However, some vendors use their own partner profiling strategy as a tool to evaluate their existing partners.
New Goals for Channel Partners – It’s a New Year After all
Best Practices for Setting Goals for Channel Partners in the New Year! 2019 has barely begun, yet many technology manufacturers are already planning their performance and development goals for the year. Planning your performance goals early in the year allows you to align your partner programs
IT Channel Partners in the Cloud and a New Value Proposition
Rapid Changes in the IT Industry Have Impacted the Roles IT Channel Partners Play in their Partnership. Cloud computing, the Internet of things (IoT), and artificial intelligence (AI) are just a few technologies spearheading the 4th industrial revolution. The new technological advancements have
Partner Scorecards – Partner Investment Prioritization
Find out the key scoring metrics every vendor needs to know before evaluating partner investment prioritization. To vendors, sales generated metric signifies everything they need to know. It substantiates that Partner Investment Prioritization (PIP) is, and will always be, a condition of how much
Channel Account Manager Tactics Q&A with Sheila O’Neil
What Makes a Channel Account Manager Valuable to their Partner Network? Computer Market Research had the pleasure to sit down with former VP of Channel Sales at Panasonic and Channel Maven, and current Chief Consultant, Sheila O'Neil, for her take on channel strategy and what makes Channel
5 Outdated Channel Relationship Management Practices
Channel Relationship Management Practices that are Close to Extinction. Based on our experience of helping manufacturers improve their channel relationship management practices in their distribution chain, we have seen firsthand how common practices can deteriorate , sales and marketing program
Qualities a Skilled Channel Account Manager Should Possess
Building an Efficient and Committed Channel Partner Community Requires the Right In-House Experts. These experts include skilled (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 is the
How to Recruit Profitable Channel Partners for your Business
Attracting the right Channel Partners to your Business Comes Down to How Well You Executed Your Recruitment Strategy. When smart manufacturers look to recruit profitable channel partners, they look for companies that don’t sit around and wait for deals. Rather, they look for companies that engage
Channel Partner Scorecards – An Asset in the Channel
The Channel Partner you Assume to Be Generating the Most Volume Is Not Always the One Producing the Most Profit. Partner scorecards are an excellent channel partner management tool. Unfortunately, they are not utilized correctly. Do you use the following tactics when putting together channel
A Look at Best Practices in Channel Partner Recruitment Process
How to Win Channel Partner Interest in Today’s Complex and Competitive Environment! In order to win solution providers’ interest during your channel partner recruitment process, you need a thorough indirect sales strategy. Your sales strategy should assure that a . With the demand of solution
How to Help Improve Channel Partner Performance
Practical Solution to Improve Channel Partner Performance. In the final segment of this 3-part series, we will wrap up on how to improve channel partner performance and how channel partners can better leverage Co-Op MDF and use it to their strategic advantage. More importantly, the final
Keys to Unlocking a Long Lasting Channel Partnership
Long-Lasting Channel Partnership Starts with Proper Partner Profiling and Qualification. It’s an overarching challenge of developing a profitable, successful, long-lasting channel partnership. Too often, make the mistake of rushing into a partnership without doing so much as scratching the
Channel Partnership Tips for Original Equipment Manufacturers
How OEMs Can Facilitate Lucrative Channel Partnerships. The business landscape has changed. Original equipment manufacturers (OEMs) are not selling as they used to. Instead of purely pursuing direct transactions, manufacturers are opting for a strategic approach that relies on indirect solution
Approaches to Expanding Channel Partner Network on LinkedIn
LinkedIn can Leverage your Partner Recruitment Process. Expanding Channel Partner Network or finding the right channel partners and solution providers to join your distribution network is no small feat. From cold calls and emails, to obscure referrals and failed presentations, partner
Recruiting Channel Partners that Will Fit into Your Business Model
Following are Tips and Suggestions Channel Vendors can use when Recruiting Channel Partners for their Business while Developing Long-Term, Successful Relationships. On the surface, the number of channel partners that exist in today’s market is a vendor’s dream. Channel-driven producers can narrow
Ten Ways to Improve your Channel Partner Management Strategy
10 most Influential Components in Building an Indirect Sales Network that’s Produced to Last. Selling your product through indirect channels mandates synergy. Without a solid channel partner management strategy, mutual understanding between channel partners and in-house personnel, opportunities
Semiconductor Manufacturers Can Give their Distributors A Boost
4 Strategies Semiconductor Manufacturers Can Use To Harness Their Potential With Distributors. Semiconductor manufacturers are experiencing some significant changes. Because of the increased adoption of portable software, massive consolidation within the consumer base has ensued. When you
Channel Partner Loyalty: 3 Tips for Building Loyalty
3 Tips on How Vendors Can Make their Investment in Partners Well Spent. Channel partner loyalty programs and sales remain a cornerstone component to the success (or failure) of channel vendors. From independent agents to value-added resellers, from distributions to system integrators—channel
Four Approaches to Managing Channel Partner Programs
4 Channel Partner Program Managing Approaches for Vendors. Thanks to ever-evolving technologies, vendors and partners share a much different relationship than in year’s past. The days of vendors administrating and managing each piece of the channel partner program have long past. Vendors no longer
3 Superstar Channel Partner Manager Qualities for Success
Channel Partner Manager Qualities. The topsy-turvy responsibility of a channel partner manager is one ingrained with trails, tribulations, and triumphs. The combination of today’s ever-increasing competitive marketplace and consistent modifications in consumer demand, coupled with the growing need
How to Optimize your Mind Share Strategy with Channel Partners
Mind Share is one of the most Important and Difficult Ideologies in the Channel Industry. So what in the world does Mind Share have to do with the channel industry? Well, interestingly enough, quite a bit. How cool was “The Matrix”? Mesmerizing fight sequences, unforgettable one-liners,
Forrest Gump and Channel Partnership Hardships Similarities
4 Quotes from the Movie “Forest Gump” that Align with the Hardships of Channel Partnership. If movies could be elected to the Hall of Fame, “Forrest Gump” would be a first-ballot candidate—and no one would dare to think otherwise. So how is this movie related to channel partnership
How to Determine the Right Channel Pricing Structure for a Partner
3 Strategies for Determining a Pricing Structure for a Particular Partner, Channel, and/or Market Segment. Designing a successful channel pricing structure continues to be one of the most complex and ambiguous processes in a business. The distribution channels a supplier uses to sell through
Increase Partner Commitment with Channel Incentive Programs
Are your Channel Incentive Programs Producing any ROI or Increasing Partner Commitment? The amount of dollars spent on channel incentives this year is expected to reach approximately $70B. This jaw-dropping number is mainly because of one thing: channel incentive programs work to help increase
Solutions to Five Channel Partner Management Obstacles
Obstacles for Channel Partner Managers: Five Important Skills every Channel Manager Needs to Possess. Want to hear the most conspicuous statement you will hear all day? Channel managers take on challenging responsibility. The list of channel partner management obstacles is not a short one! If
Partner Onboarding: How to Set the Stage for a Successful Rapport
Guide to Finding Channel Partners that Will Fuel your Business’s Growth. To a vendor, the partner onboarding question is the bread and butter to a productive and healthy channel network. Vendors strive to create an indirect sale funnel that is tried and tested to produce results, infiltrate diverse
Defining and Understanding Vendors Revenue Generation Model
Who Presents Vendors with the most Lucrative Opportunity: Customers or Channel Partners? In channel terminology, making the distinction between customers and partners may seem like a rhetorical, irrelevant comparison. But, in fact, there is an objective difference in defining a vendor's revenue
Channel Management – How to Transition into this Role
5 Helpful Tips that will Guide you towards Taking Over the Role of Channel Management. Welcome to channel management. Remember the first day of college? Terrifying…right? An overwhelming cocktail of emotions theoretically smacking you square in the jaw. Optimism, fear, awkwardness,
3 Signs Indicating that a Channel Partner Breakup is Imminent
Three Signs Indicating that Time Has Run Out in an Active Channel Partnership. That moment of clarity. It’s a feeling of insight, sorrow, anger and a fulfilling flash of realization. In the channel, this moment is imperative to not only recognize promptly but to do so with confidence and a
6 Qualities of Effective Channel Partner Account Manager
6 Qualities Successful Channel Partner Account Manager Must Possess. I don’t know about you, but juggling is not easy. Not only does it require a keen sense of cognitive coordination, but also a calm, patient mentality in order to master. Additionally, juggling mandates the ability to predict
Top 3 Channel Partner Recruitment Strategies
3 Helpful Tips that Will Entice the Interest of Channel Partners. The decision to acquire new channel partners is a meticulous, slow-burning process. It requires the mechanics of your business to be flowing in a cohesive channel partner recruitment strategies. From the executives to the interns,
3 Questions Every Vendor Needs to Ask their PRM Provider
Here Are Some Questions Every Vendor Needs to Ask the Partner Relationship Management Software PRM Provider Before Employment. For b2b enterprises stuck in the dark ages of channel managerial processes—in-house productivity, partner loyalty, partner satisfaction, accurately evaluated incentive
3 Reasons Why B2B Channel Partnerships Need Love to Last
B2B Channel Partnerships in a Nutshell. Have you ever considered treating your B2B channel partnerships more like the relationship you share with a loved one? There’s plenty of fish in the sea. A timeless cliché that has helped console the pain of friends and family members for generations. But
3 Potent Tips that will Improve Channel Partners Motivation
3 Ways to Optimize Channel Incentive Programs to Improve Partnership Motivation. In the multifaceted ecosystem of b2b enterprise, it’s not always competitive pricing or modification in consumer demand that impacts manufacturer/vendor productivity or profit. It’s channel partners'
Avoid Hiring the Wrong Channel SaaS Provider for your Business
Employing the Right Channel SaaS Provider Can Deliver a Multitude of Advantages to Your Business and Channel Partners. If the concept of SaaS leaves you feeling a bit…cloudy, you’re not alone. Understanding the ins and outs of what exactly a channel SaaS provider is (or does) takes time. Therefore,
Cutting-Edge Channel Management Services to Implement Today
Today’s business infrastructure is in the midst of an identity crisis. Confusion regarding the Digital Age and its ever-evolving development has coerced executives to reassess their channel management services. Consumers have become reliant on social media as a purchase decision-making-tool. At
Best Practices for Channel Partner Enablement
How to Establish a Flawless Channel Partnership. With Saas (Software as a Service) providers and Cloud-based solutions continuing to emerge in today’s marketplace, business-to-business (B2B) corporations now have palpable insight into channel partner enablement procedures. Now, more than ever,
7 Elements of a Successful Channel Partnership
7 Ways Manufacturers Can Inspire Distributors and Resellers. Motivating others to do something is not easy. Just ask any high school teacher or gym trainer. People, for better or worse, will do what they want, when they want. It takes a certain type of message, presented in a certain type of
B2B Mindset – How to Step Inside the Mind of Your Channel Partner
Find Out What Motivates the Modern Day B2B Consumer. It’s easier to get inside the mind of the B2C buyer than it is to understand the B2B mindset. For one, the psychology that goes into an end customer's buying decision stems from a one-dimensional perspective; for example, a B2C consumer might
3 Mistakes to Avoid with Your Channel Distributing Partners
Channel Management 101. In today’s highly competitive marketplace, maintaining a fruitful relationship with channel distributing partners is a fragile endeavor. Without a moment’s notice, a business-rapport that seemed impenetrable can suddenly evolve into something dangerously unstable, and risk
PRM System Design for Maximize Success with Channel Partners
How to Deploy the Right Partner Relationship Management System. As your company continues to develop, proper engagement with your channel partners through a comprehensive Partner Relationship Management platform or a PRM system becomes ever more . Without clear and concise communication, your
Designing Cost-Effective Channel Loyalty Programs
Many Companies are Turning Towards Gamification to Increase Channel Engagement and their Channel Loyalty Programs. When the channel fluctuates towards a competitive market, it’s easy to open your wallet and start throwing money at your partners. While this may be a great short-term solution, it
Partner Onboarding Process Discussion with Channel Experts
How to Improve the Partner Onboarding Process. Ken Thoreson and Keith Lubner team up again to provide expert advice on activities taking place in the channel. This week's topic, partner onboarding process. Computer Market Research (CMR): What is ? What implications does it have on long and
Channel Obstacles – Generational Gaps Q&A with Channel Experts
Can Channel Obstacles such as Generational Gaps Be Bridged for Good? In this Channel Expert Q&A, Ken Thoreson and Keith Lubner team up to offer their knowledge on generational gaps that cause channel obstacles. Computer Market Research (CMR): What are some of the generational gaps that
Vendor Partner Relationship Building in the Channel
Vendors should take time to screen partners to identify where they lie on the partner continuum. A survey by ZS Associates studying the vendor-partner relationship revealed that only 47% of channel partners felt satisfied with a vendor’s ability to listen and communicate to their needs. However,
How Manufacturers Can Develop a Tactical Channel Partnership
By making your products easy to market with pre-made marketing materials, your partners are more likely to continue the channel partnership. Having worked 30 years in the industry, the prevailing grievance we hear from channel managers relates to their tactical channel partnership. Most want more