Channel sales performance management is not for the faint of heart. There are many things to consider, including how you will manage each of your channel partners and their respective teams. Your sales channel partners are integral to your channel system. So it is in your best interest to set them
Best Methods for Achieving Accurate Channel Sales Forecasts
How wonderful would it be to predict the future with even the slightest chance of accuracy? Welcome to channel sales forecasting! Sales forecasting provides a Back to the Future foundation for leaders’ decision-making about business operations. It also directly impacts how leaders make informed
Important Components of a Channel Management System
According to the World Trade Organization, a whopping 75% of global trade is conducted through indirect channels. So, if you’re conducting business through a channel system, you’ve already got a spot among the popular crowd. However, with the constant changes in the economy and in how businesses
20 Questions to Help You Understand Your Channel Partner 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
SPIF Software – How to Get Better Data and Detailed Analytics
Data doesn’t mean much without analytics, and the type of SPIF software you are using can make or break your channel sales incentive rewards programs. Without detailed analytics, how would you measure ROI to even know if your SPIF is working as designed? There are a ton of advantages to
Factors to Consider When Building B2B Partner Programs
We are quickly approaching the end of the year, and 2020 has been nothing short of a doozy. But one thing that remains the same is the fact that B2B partner programs still make the world go round. With ease, if done right. Selling products through third-party partners extends your products to every
How to Manage Your Channel 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
How to Improve B2B Channel Marketing Programs During COVID-19
Everyone can agree that the pandemic has changed our way of life. Millions are still sheltering in place and businesses have had to quickly adapt to the new normal. COVID-19 has impacted B2B channel marketing programs and channel activities in a big way, and businesses must continue to evolve if
How to Formulate a Channel Strategy to Increase Efficiency
What is a Channel Strategy? A channel strategy is a must-have in the B2B world. Think of a channel as a chain, with the vendor or manufacturer on top, followed by “links” that represent the various partner companies needed to get products or services in front of customers. These links, or channels,
How to Choose and Implement a Channel POS Data Management System
A channel POS data management system does more than just provide a convenient way for customers to pay for transactions. For managing your channels, it’s also a valuable tool for data collection. And you need to analyze data in order to stay ahead of consumer buying habits and trends. Data collected
How to Improve Your Indirect Channel Partner Incentive Programs
Channel partners are an integral piece of the operation for many high-tech companies. A significant portion of revenue for companies that sell through the channel comes from indirect channels. However, misaligned incentive programs can become a company’s largest expenditure. Mismanaged incentive
Best Remote Channel Sales Strategies to Enhance Your Business
The future is now. We are dead smack in the middle of the digital age. And if you have not noticed by now, there are big benefits to operating your business remotely. Especially for your sales channels. For one, it lowers costs and increases flexibility. Second, it opens the door to new target
Best Channel Sales Enablement Strategies and Tools
Growing your business falls squarely on the shoulders of your sales team, so it is up to your organization to set them up for success. After all, their success results in increased sales, which translates to more money and more customer interactions. If you want to keep up with the competition, this
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
Channel Sales Process and its Seven Stages
Not all sales efforts are created equal, nor do they always turn into a sale. Top-performing sales reps often rely on a channel sales process, known as a sales funnel, to track customer behavior and habits throughout the purchasing process. Consider the sales funnel as a roadmap of your customer’s
Best Channel Sales Strategies During a Pandemic
The phrase “business as usual” has taken on new meaning in the wake of a pandemic. COVID-19 has forced many businesses to adjust operations and adapt their channel sales strategies to keep product pipelines flowing and customers satisfied. With all things considered, companies have made a quick
Risks with Using Outdated Business Management Applications
These days, software updates come faster than the speed of light. And, outdated business management applications can render your established workflows dysfunctional and ineffective. Take the current unemployment crisis in America, for example. Many state unemployment departments, including
SPIFF Incentives – Creating an Effective Sales Rewards Program
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
Implementing 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