Channel management, by definition, is the practice in which a vendor or supplier directs sales and marketing activities by actively involving and motivating members of its channel distribution. Therefore, channel management decisions are necessary to ensure that there are no interruptions in the
Partner relationship management (PRM) software helps channel organizations with recruiting new channel partners and selling products or services. A well-designed partner management application helps such organizations and their channel partners to align their business goals. In addition, access to
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,
Over the past ten years, Software as a Service (SaaS) has become the most sustainable solution for organizations. This is especially true for organizations that wish to power their sales, marketing, and operations from anywhere. With no signs of slowing down, studies predict that the SaaS industry
Getting ready for the new business year means analyzing the prior year’s metrics to decide on new channel management strategies powered by new approaches and tools to increase revenues and reduce costs.
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,
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,
Automated Ship and Debit Benefits Manufacturers and Partners. Managing ship and debit programs is an exhausting endeavor. It takes not only remarkable organizational skills but also deft communication, precision, leadership, and accountability. Businesses must be able to track channel activity at
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.
Web-Based Partner Portal - a Channel Management Platform Built to Better Serve Clients Through Improved Automation and Quicker Processing. Computer Market Research's web-based partner portal is a software platform that supports a variety of web-based channel management solutions, including
Discover the most Important Pieces to Creating a Profitable Channel Sales and Marketing Programs. Utilizing channel partnerships effectively depends on the proper execution of a variety of components. The most important component is your channel partner sales and marketing programs. But, arguably
A Channel POS Data Management System that Helps you Target Specific Customers. In-depth knowledge of customers and point-of-sale activity are critical aspects of any successful marketing and sales strategy. Having an accurate, up-to-date snapshot of the customer base is especially vital to
Manual Channel Partner Claims Management Can Result In Overpayment Of Claims! Ineffective channel price management leads to numerous negative setbacks within a business. At the same time, overpayments on channel partner claims can cause a serious blow to your revenue. Traditional methods for
A 13-Point Channel Sales Checklist to Discover If Your Company Is Ready to Join the Channel. Dede Haas is an award-winning high-tech sales channel professional and founder of DLH Services. As an expert in channel management, Dede has created innovative and successful channel programs and sales
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.
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
Achieving Business Objectives with a Data-Driven Channel Partner Portal Software. A vendor’s channel partner portal is very similar to a digital hub where the vendor’s and their partners’ data is stored and available for access to all parties 24/7. This collaborative data hub creates an
The Importance of B2B Sales and Marketing Alignment. Today, more than ever, the success and productivity of an organization are correlated to the alignment of their sales and marketing departments and team members. In fact, according to Act-On's 2017 B2B sales and marketing alignment report, 56%
Find out How Synchronized Channel Marketing Can Help You Reach More People. There is a fundamental problem with how vendors and their channel partners market their products. Vendors, who have the resources to create marketing content, are having trouble reaching their end customers. Channel
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