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5 Outdated Channel Relationship Management Practices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
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
Market Development Funds Program Set Up Guide
How to Optimize your Market Development Funds Program Performance. Today we are going to jump into the systematic instructions as to what a comprehensive Channel Market Development Funds Program template should look like. Partners will be able to use your Market Development Funds program guide not
Market Development Funds Best Practices that Increase ROI
Market Development Funds Best Practices that Demonstrate your Interest in the Success of Channel Partners. One of the Market Development Funds Best Practices that is easily overlooked is the vendor’s interest in the success of its partner. Dale Carnegies famously coined, “You can make more
Building Channel Incentive Programs for Maximum Effectiveness
Learn How High-Impact Channel Incentive Programs can lead to Mutual Vendor/Partner Success. Selling products via partner ecosystems is no easy feat. That's why building channel incentive programs are so important to channel vendors; it gives you the opportunity to demonstrate your unique value as
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
Co-op MDF Strategies for a Better Partner Engagement
4 Co-op MDF Strategies for Achieving Partner Engagement and Developing an Ongoing Relationships. There are plenty of reasons why billions of market development dollars go unused each year. From cumbersome reimbursement processes to more attractive incentives offered by other vendors, from
How to Maximize on CO-OP MDF Opportunities
Are your Channel Partners Opting-Out of Co-op MDF Opportunities? Each year, manufacturers spend billions of dollars into creating Co-op MDF opportunities for channel partners. Disturbingly, however, nearly half of incentive fund opportunities go unused. That is a significant amount of
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
The Risks of Managing Channel Incentives with Spreadsheets
The Surprising, and Unfortunate Truth About Spreadsheets. You depend on your channel incentive and special pricing agreements to help drive revenue. You also need these programs to improve the performance of products and channel partners. However, the administrative ‘status quo’ of these programs
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
Best Practices for Improving your Channel Incentive ROI
Best Practices for a Successful And Improved Channel Incentive ROI. Vendors depend on channel partner incentive programs to drive the performance of products and penetrate new markets. Therefore, it is fair to say that to improve their channel incentive ROI, best practices in offering partners