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 Marketing Enablement Strategy: Content in the Portal
Top Reasons Why Manufacturers Fail to Deploy Adequate Content for Partner Enablement. Empowering a channel partner to be motivated, knowledgeable, and productive doesn’t happen overnight. It certainly doesn’t happen without a clear and concise, meticulously outlined channel marketing enablement
How to Improve Channel Partners Deal Conversion
How to Help Channel Partners Convert an Opportunity into a Deal! Vendors all face a similar conundrum when utilizing the channel—and that is—how to help channel partners conversion of opportunities into deals? If you’re thinking to yourself “Well, yeah, that’s kind of the whole point of channel
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
SPIFF Programs: How to Encourage Channel Partner Participation
Since the mid-19th century, Spiff programs (Special Payment Incentive for Fast Sales) have been a staple in corporate engagement—widely regarded as the most popular and effective form of incentives that are used in modern business. Unlike other incentive programs that can be on the confusing
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
Deal Registration Benefits for Vendors and their Partners
5 Reasons for Implementing a Deal Registration Program into a Vendor's Channel Infrastructure. A properly implemented deal registration benefits both the vendor and their partners In the modern , where competition and competitive positioning is fiercer than ever, the mutual success of vendor and
Channel Partner Marketing Tools: Now is the Time to Start a Blog
Special Method in Channel Partner Marketing. Manufacturers are constantly in search of the best practices and most practical channel partner marketing tools. When you think of how a channel partnership was made successful, what comes to mind? The manufacturer provided prompt and complete
Channel Sales Strategy: How to Develop an Effective Sales Tactic
Creating an Effective Channel Sales Strategy for Success. Successful channel sales executives build their careers on the ability to repeatedly achieve or exceed their target revenue goals each year. More often than not, what defines these executives from others is their ability to build an
5 Qualities Every B2B Chief Marketing Officer Should Possess
What Makes a CMO a Catalyst for Inspiration? To be a great B2B chief marketing officer (CMO) you have to be…well, a lot of things: Intuitive, emphatic, great work-ethic, technically sound, designed-focused, an astute businessperson, a motivator, a creator, a listener, adventurous, and a catalog of
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,
Increase Channel Sales and Improve Partner Performance
Strategies for Helping Channel Partners Increase Sales. Your channel partners look for quality information and tools to sell your products. With dedicated support, regular communication and training - coupled with innovative channel sales management solutions - manufacturers have the ability to
3 Components of Sales Data Collection in Channel Management
3 Key Areas in Channel Management that Need Data Collection. The shift from traditional industry into the digital enterprise has coerced the channel sales data collection and management to endure significant change. In the channel, where channel sales data collection and analytics define just about
Channel Inventory Management – How to Sleep Peacefully
3 Strategies for Managing Your Channel Inventory. Frank Sinatra famously coined the phrase “The City that never sleeps,” as an ode to his beloved New York. Embodying the persona of the Big Apple perfectly, Sinatra alluded to the endless heartbeat that is New York City: A living, breathing organism
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