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Partner Scorecards – Partner Investment Prioritization

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Find out the key scoring metrics every vendor needs to know before evaluating partner investment prioritization. To vendors, sales generated metric signifies everything they need to know. It substantiates that Partner Investment Prioritization (PIP) is, and will always be, a condition of how much … [Read more...] about Partner Scorecards – Partner Investment Prioritization

How to Prompt your Distributors to Submit POS Information

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Effective tactics you can use to motivate channel partners and distributors to submit POS information. When it comes to channel distribution, acquiring accurate and timely POS information is your bread and butter. As a manufacturer, you depend on Submitted POS information to facilitate critical … [Read more...] about How to Prompt your Distributors to Submit POS Information

SaaS vs. On-Premise: Which is Better for your Sales Channel

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Understanding what's best for your business: SaaS vs. on-premise. The trade-offs are complex. The results and consequences are obscure. The need to decide SaaS vs. on-premise swiftly, perceptively and without disruption mandates careful scrutiny. For channel-intensive businesses, the decision to … [Read more...] about SaaS vs. On-Premise: Which is Better for your Sales Channel

Special Pricing Agreements: Improve your Program Efficiency

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The Rise of Special Pricing Agreements. Computer Market Research was proud to have channel distribution expert and founding partner of River Heights Consulting, Frank Hurtte, as host to our webinar presentation: How to Improve your Special Pricing Agreements Efficiency. In this inclusive, … [Read more...] about Special Pricing Agreements: Improve your Program Efficiency

Channel Incentive Program – 7 Things you Need to Succeed

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Take your Channel Incentive Program to New Heights by Following these Easy 7 Steps. Over the course of the past decade, there has been a continual shift in manufacturers’ perception in creating successful channel incentive program; a fluctuation in spending that has long divided channel teams, … [Read more...] about Channel Incentive Program – 7 Things you Need to Succeed

SPAs – Unique Value to Distribution Channels

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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 … [Read more...] about SPAs – Unique Value to Distribution Channels

Channel Account Manager Tactics Q&A with Sheila O’Neil

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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 … [Read more...] about Channel Account Manager Tactics Q&A with Sheila O’Neil

Digital Market Development Funds Structured for Digital Marketing

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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 … [Read more...] about Digital Market Development Funds Structured for Digital Marketing

9 Ways to Encourage Distributors to Submit Channel POS Data

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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 … [Read more...] about 9 Ways to Encourage Distributors to Submit Channel POS Data

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