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Forrest Gump and Channel Partnership Hardships Similarities

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4 Quotes from the Movie “Forest Gump” that Align with the Hardships of Channel Partnership. If movies could be elected to the Hall of Fame, “Forrest Gump” would be a first-ballot candidate—and no one would dare to think otherwise. So how is this movie related to channel partnership … [Read more...] about Forrest Gump and Channel Partnership Hardships Similarities

4 Ways to Help with Channel Partners Inventory Liquidation

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How to Help Channel Partners Sell Dead Inventory. Excess inventory in the distribution channel can result in a plethora of financial obstacles and business-to-business challenges. The ripple effect of stagnation in your channel partners inventory can result in: Increased warehousing costs … [Read more...] about 4 Ways to Help with Channel Partners Inventory Liquidation

How to Determine the Right Channel Pricing Structure for a Partner

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3 Strategies for Determining a Pricing Structure for a Particular Partner, Channel, and/or Market Segment. Designing a successful channel pricing structure continues to be one of the most complex and ambiguous processes in a business. The distribution channels a supplier uses to sell through … [Read more...] about How to Determine the Right Channel Pricing Structure for a Partner

3 Tips for Improving Channel Sales Forecasting

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Strategies for Creating a More Effective Channel Sales Forecasting Process. Accuracy of channel sales forecasting continues to be a cornerstone problem for companies participating in the indirect sales funnel.  Next to evaluating the effectiveness (i.e., return on investment) of channel incentive … [Read more...] about 3 Tips for Improving Channel Sales Forecasting

How Do Manufacturers in the Supply Chain Increase their Value?

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3 Methods Used by the Supply Sales Managers to Drive Value in the Channel. On the surface, measuring value in the supply chain appears black and white: a quantifiable and objective piece of data that defines a company’s status. But, the process in which a company acquires its value is anything but … [Read more...] about How Do Manufacturers in the Supply Chain Increase their Value?

Increase Partner Commitment with Channel Incentive Programs

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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 … [Read more...] about Increase Partner Commitment with Channel Incentive Programs

Partner Onboarding: How to Set the Stage for a Successful Rapport

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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 … [Read more...] about Partner Onboarding: How to Set the Stage for a Successful Rapport

Defining and Understanding Vendors Revenue Generation Model

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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 … [Read more...] about Defining and Understanding Vendors Revenue Generation Model

Channel Marketing Enablement Strategy: Content in the Portal

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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 … [Read more...] about Channel Marketing Enablement Strategy: Content in the Portal

How to Improve Channel Partners Deal Conversion

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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 … [Read more...] about How to Improve Channel Partners Deal Conversion

Channel Management – How to Transition into this Role

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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, … [Read more...] about Channel Management – How to Transition into this Role

3 Signs Indicating that a Channel Partner Breakup is Imminent

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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 … [Read more...] about 3 Signs Indicating that a Channel Partner Breakup is Imminent

SPIFF Programs: How to Encourage Channel Partner Participation

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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 … [Read more...] about SPIFF Programs: How to Encourage Channel Partner Participation

6 Qualities of Effective Channel Partner Account Manager

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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 … [Read more...] about 6 Qualities of Effective Channel Partner Account Manager

Deal Registration Benefits for Vendors and their Partners

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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 … [Read more...] about Deal Registration Benefits for Vendors and their Partners

Channel Partner Marketing Tools: Now is the Time to Start a Blog

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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 … [Read more...] about Channel Partner Marketing Tools: Now is the Time to Start a Blog

Channel Sales Strategy: How to Develop an Effective Sales Tactic

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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 … [Read more...] about Channel Sales Strategy: How to Develop an Effective Sales Tactic

5 Qualities Every B2B Chief Marketing Officer Should Possess

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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 … [Read more...] about 5 Qualities Every B2B Chief Marketing Officer Should Possess