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5 Characteristics that Make a Channel Sales Representative Great

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Characteristics of a Successful Channel Sales Representative. In such a competitive landscape, channel sales representatives and managers serve an imperative purpose. So which traits in a channel sales representative matter most? Persistence and a persuasive mentality are key, as are client … [Read more...] about 5 Characteristics that Make a Channel Sales Representative Great

Channel POS Data Delivers Insight into Your Distribution Channels

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Enhance your Channel by Employing a Robust Channel POS Data Management System The customer is the most vital aspect of any business. Without customer knowledge, management can only guess how to sell a product. Channel POS data obtained from reporting partners contain crucial and fundamental … [Read more...] about Channel POS Data Delivers Insight into Your Distribution Channels

Semiconductor Manufacturers Can Give their Distributors A Boost

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4 Strategies Semiconductor Manufacturers Can Use To Harness Their Potential With Distributors. Semiconductor manufacturers are experiencing some significant changes. Because of the increased adoption of portable software, massive consolidation within the consumer base has ensued. When you … [Read more...] about Semiconductor Manufacturers Can Give their Distributors A Boost

Developing a Channel Sales Program that is Built to Last

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How to Build an Effective and Profitable Channel Sales Program. As channel vendors head into a new year, with optimism and a pristine outlook, it’s without question there are inescapable challenges which lie ahead.  Uncertainty about the future is of top concern, as is monitoring [incentive] … [Read more...] about Developing a Channel Sales Program that is Built to Last

Channel Partner Loyalty: 3 Tips for Building Loyalty

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3 Tips on How Vendors Can Make their Investment in Partners Well Spent. Channel partner loyalty programs and sales remain a cornerstone component to the success (or failure) of channel vendors. From independent agents to value-added resellers, from distributions to system integrators—channel … [Read more...] about Channel Partner Loyalty: 3 Tips for Building Loyalty

Four Approaches to Managing Channel Partner Programs

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4 Channel Partner Program Managing Approaches for Vendors. Thanks to ever-evolving technologies, vendors and partners share a much different relationship than in year’s past. The days of vendors administrating and managing each piece of the channel partner program have long past. Vendors no longer … [Read more...] about Four Approaches to Managing Channel Partner Programs

3 Superstar Channel Partner Manager Qualities for Success

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Channel Partner Manager Qualities. The topsy-turvy responsibility of a channel partner manager is one ingrained with trails, tribulations, and triumphs. The combination of today’s ever-increasing competitive marketplace and consistent modifications in consumer demand, coupled with the growing need … [Read more...] about 3 Superstar Channel Partner Manager Qualities for Success

Helping Lower-Tier Partners in your Distribution Channel

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4 Strategies to Help Lower-Tier Partners in your Distribution Channel Look Like Rock Stars. Like all manufacturers selling through the indirect sales channel, you most likely have an uneven distribution of top, middle, and lower-tier partners. This is simply the reality of a competitive … [Read more...] about Helping Lower-Tier Partners in your Distribution Channel

How to Optimize your Mind Share Strategy with Channel Partners

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Mind Share is one of the most Important and Difficult Ideologies in the Channel Industry. So what in the world does Mind Share have to do with the channel industry? Well, interestingly enough, quite a bit. How cool was “The Matrix”? Mesmerizing fight sequences, unforgettable one-liners, … [Read more...] about How to Optimize your Mind Share Strategy with Channel Partners

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