https://www.youtube.com/watch?v=6jfe28fb11E&t=996s Get Notified About Future Podcasts At Computer Market Research, we’ve been helping manufacturers make sense of channel data since 1984. Over the years, the
In today’s competitive landscape, the secret to growth isn’t just your product—it’s your go-to-market ecosystem. One of the most influential yet underutilized levers for manufacturers
When it comes to motivating channel partners, few tools are as effective—or misunderstood—as SPIF funding. Short for “Sales Performance Incentive Funds,” SPIFs are designed to
If you’re a software manufacturer or SaaS provider, direct sales can only take you so far. To scale efficiently, you need a network of reliable
Marketing Development Funds (MDF) are essential tools for manufacturers looking to grow brand presence, drive channel sales, and empower their partners to generate demand. But
In the fast-moving world of channel sales, manufacturers are under constant pressure to analyze partner performance, track incentives, and report results across multiple stakeholders. But
For manufacturers managing multiple distributors and channel partners, data often lives in silos—scattered across spreadsheets, email threads, and CRM systems. As a result, reporting becomes
Manufacturers who rely on indirect sales know that success doesn’t just depend on a good product—it depends on strong relationships. That’s where channel account management
Key Performance Indicators (KPIs) are the backbone of any successful business strategy. For manufacturers managing indirect sales channels, however, KPIs can become scattered, unclear, or
When it comes to driving partner engagement and accelerating product movement, manufacturers often lean heavily on co-op funds and rebates. But there’s another powerful tool
When most manufacturers think of channel strategy, they focus heavily on outbound efforts—dealer outreach, trade shows, and distribution networks. But in today’s digital-first world, the
In today’s competitive B2B environment, it’s not enough for manufacturers to create great products—you also need effective ways to move those products through your distribution
In today’s hyper-competitive landscape, manufacturers can no longer rely on product specs alone to win deals. Especially in the B2B world, where buyers are more
Manufacturers invest millions of dollars each year in channel partner programs—yet a significant portion of that MDF money often goes unused, mismanaged, or misaligned with
For manufacturers, building a successful channel strategy requires more than just great products—it requires motivation. The more your partners sell, the more your business grows.
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