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The Channelist

Qualities a Skilled Channel Account Manager Should Possess

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Building an Efficient and Committed Channel Partner Community Requires the Right In-House Experts. These experts include skilled (i.e. CAM), who are in the trenches of indirect sales and have more work in a given day than they could possibly do. What is a Channel Account Manager? An is the … [Read more...] about Qualities a Skilled Channel Account Manager Should Possess

How to Recruit Profitable Channel Partners for your Business

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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 … [Read more...] about How to Recruit Profitable Channel Partners for your Business

Market Development Funds Program Set Up Guide

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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 … [Read more...] about Market Development Funds Program Set Up Guide

Market Development Funds Best Practices that Increase ROI

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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 … [Read more...] about Market Development Funds Best Practices that Increase ROI

Best Co-op and MDF Strategies for Manufacturers

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Co-Op and MDF Strategies for Eradicating the Obscurity of Indirect Marketing-ROI. has never been under such scrutiny as it is today.  Channel executives demand the expense of channel marketing investments and activity to be well justified. Without tangible data that clearly defines the … [Read more...] about Best Co-op and MDF Strategies for Manufacturers

Building Channel Incentive Programs for Maximum Effectiveness

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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 … [Read more...] about Building Channel Incentive Programs for Maximum Effectiveness

A Look at Best Practices in Channel Partner Recruitment Process

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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 … [Read more...] about A Look at Best Practices in Channel Partner Recruitment Process

How to Help Improve Channel Partner Performance

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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 … [Read more...] about How to Help Improve Channel Partner Performance

Co-op MDF Strategies for a Better Partner Engagement

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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 … [Read more...] about Co-op MDF Strategies for a Better Partner Engagement

How to Maximize on CO-OP MDF Opportunities

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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 … [Read more...] about How to Maximize on CO-OP MDF Opportunities

Keys to Unlocking a Long Lasting Channel Partnership

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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 … [Read more...] about Keys to Unlocking a Long Lasting Channel Partnership

Channel Partnership Tips for Original Equipment Manufacturers

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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 … [Read more...] about Channel Partnership Tips for Original Equipment Manufacturers

Approaches to Expanding Channel Partner Network on LinkedIn

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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 … [Read more...] about Approaches to Expanding Channel Partner Network on LinkedIn

The Risks of Managing Channel Incentives with Spreadsheets

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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 … [Read more...] about The Risks of Managing Channel Incentives with Spreadsheets

Recruiting Channel Partners that Will Fit into Your Business Model

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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 … [Read more...] about Recruiting Channel Partners that Will Fit into Your Business Model

Best Practices for Improving your Channel Incentive ROI

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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 … [Read more...] about Best Practices for Improving your Channel Incentive ROI

Channel Partner Sale Strategy by Employing Psychology

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How to Improve Partner Relationship Management with Psychology. Successful Channel Partner Sale Strategy is a result of several factors. In the past, channel partners were the ones that had to fight for manufacturers’ attention; nowadays, it’s very much the opposite: manufacturers have to prove … [Read more...] about Channel Partner Sale Strategy by Employing Psychology

Importance of Automated Channel Data Management Platforms

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Using Manual Processes to Normalize Channel Data Leads to Financial Complications and Lost Opportunities. In order to facilitate sustainable growth, channel-driven producers need detailed visibility into the performance of products and partners via an automated channel data management platform. … [Read more...] about Importance of Automated Channel Data Management Platforms