SPIFF sales programs are short-term incentives designed to encourage changes in the behavior of sales teams in order to increase profits. Such sales incentive programs reward partners for improved performances, and, if implemented correctly, help increase partner loyalty. In general, SPIFF incentive
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
How to Develop a Successful Channel Marketing Strategy
Channel marketing is a means to distribute a product on the market through a variety of different platforms and mediums. A Synchronized Channel Marketing strategy has proven to be an extremely important tool for vendors and channel partners alike: while the former will be able to maximize their
5 Key Characteristics of a Successful Deal Registration Program
A structured and Well-Organized Partner Deal Registration Program Can Offer Numerous Benefits for Manufacturers Deal registration programs provide a vital factor in a vendor’s value proposition. Deal Registrations provide vendors the measure to reward partners who are driving growth in their market
How to Create a Successful Performance-Based MDF Program
A performance-based MDF program is the backbone of a stable and healthy distribution sales channel. Performance-based MDF Programs provide your company with the flexibility and workforce to reach end-customers in geographical locations and market segments that your cannot reach while validating
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
How to Prompt your Distributors to Submit POS Information
Effective tactics you can use to motivate channel partners and distributors to submit POS information. When it comes to channel distribution, acquiring accurate and timely POS information is your bread and butter. As a manufacturer, you depend on Submitted POS information to facilitate critical
SaaS vs. On-Premise: Which is Better for your Sales Channel
Understanding what's best for your business: SaaS vs. on-premise. The trade-offs are complex. The results and consequences are obscure. The need to decide SaaS vs. on-premise swiftly, perceptively and without disruption mandates careful scrutiny. For channel-intensive businesses, the decision to
Special Pricing Agreements: Improve your Program Efficiency
The Rise of Special Pricing Agreements. Computer Market Research was proud to have channel distribution expert and founding partner of River Heights Consulting, Frank Hurtte, as host to our webinar presentation: How to Improve your Special Pricing Agreements Efficiency. In this inclusive,
Channel Incentive Program – 7 Things you Need to Succeed
Take your Channel Incentive Program to New Heights by Following these Easy 7 Steps. Over the course of the past decade, there has been a continual shift in manufacturers’ perception in creating successful channel incentive program; a fluctuation in spending that has long divided channel teams,
SPAs – Unique Value to Distribution Channels
Are you Utilizing Special Pricing Agreements for Distribution Partners to their Full Effect? The ability to maintain pricing flexibility in the distribution channel offers companies with an incredible advantage. Predominantly, manufacturers that offer special pricing agreements (SPAs) to their
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
Digital Market Development Funds Structured for Digital Marketing
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. Vendors must recognize their value to partners not only as a
9 Ways to Encourage Distributors to Submit Channel POS Data
The following information draws on 30+ years of working with manufacturers on how they can encourage distributors to submit POS data. When it comes to channel distribution, acquiring accurate and timely POS data information is your bread and butter. As a manufacturer, you depend on POS information
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
