Understanding Ship and Debit and Channel Incentive Management. If structured correctly, the channel market is like playing dominos; seamlessly weaving its way towards its enviable end with consistency and ease. Unfortunately, channel incentive management and creating transactions with accurate … [Read more...] about Channel Incentive Management for Advancing Partnership
The Channelist
Get Your Co-op Marketing Incentive Program Out of the Mud
4 Co-op Marketing Incentive Program Mistakes Even the Best Manufacturers Make. By providing a Co-op marketing incentive program that enhances profitability, training, and support, you are able to help generate new opportunities for business growth. Ever hear that old saying “You can’t have your … [Read more...] about Get Your Co-op Marketing Incentive Program Out of the Mud
B2B Mindset – How to Step Inside the Mind of Your Channel Partner
Find Out What Motivates the Modern Day B2B Consumer. It’s easier to get inside the mind of the B2C buyer than it is to understand the B2B mindset. For one, the psychology that goes into an end customer's buying decision stems from a one-dimensional perspective; for example, a B2C consumer might … [Read more...] about B2B Mindset – How to Step Inside the Mind of Your Channel Partner
3 Mistakes to Avoid with Your Channel Distributing Partners
Channel Management 101. In today’s highly competitive marketplace, maintaining a fruitful relationship with channel distributing partners is a fragile endeavor. Without a moment’s notice, a business-rapport that seemed impenetrable can suddenly evolve into something dangerously unstable, and risk … [Read more...] about 3 Mistakes to Avoid with Your Channel Distributing Partners
Distributor Claim Management Process with Bob Meinhard
A Closer Look at Distributor Claim Management Process With Bob Meinhard. Computer Market Research (CMR) sat down with former Cisco Global Sales Operations Manager, current expert channel sales financial consultant and coach, Bob Meinhard, for a quick Q & A discussion regarding the current … [Read more...] about Distributor Claim Management Process with Bob Meinhard
PRM System Design for Maximize Success with Channel Partners
How to Deploy the Right Partner Relationship Management System. As your company continues to develop, proper engagement with your channel partners through a comprehensive Partner Relationship Management platform or a PRM system becomes ever more . Without clear and concise communication, your … [Read more...] about PRM System Design for Maximize Success with Channel Partners
6 Key Guidelines for Successful Channel Sales Incentive Programs
Why your Traditional Channel Sales Incentive Programs are Failing. Anything worth doing is worth doing well. That’s certainly the case when it comes to a company and its channel sales incentive programs for partners. Managing indirect channel sales incentive programs and price adjustments are … [Read more...] about 6 Key Guidelines for Successful Channel Sales Incentive Programs
Automated Deal Registration Software Features and Benefits
Increase Sales by Using an Automated Deal Registration Software. Capitalizing on leads is a core component of a successful B2B campaign. Using an automated deal registration software is one of the best ways to achieve such opportunities. By implementing deal registration into your , you not only … [Read more...] about Automated Deal Registration Software Features and Benefits
Designing Cost-Effective Channel Loyalty Programs
Many Companies are Turning Towards Gamification to Increase Channel Engagement and their Channel Loyalty Programs. When the channel fluctuates towards a competitive market, it’s easy to open your wallet and start throwing money at your partners. While this may be a great short-term solution, it … [Read more...] about Designing Cost-Effective Channel Loyalty Programs
4 Steps to Molding an Efficient and Effective Co-op MDF Program
Channel partner dynamics are more volatile than ever. More and more manufacturers are focusing on efforts to increase their channel partners' uptake. There is an imperative need for manufacturers to their partners with a simple yet effective Co-op MDF program that is configured to accommodate the … [Read more...] about 4 Steps to Molding an Efficient and Effective Co-op MDF Program
Partner Portal Benefits for Your Channel-Driven Business
Experience the Partner Portal Benefits for your Channel. Computer Market Research's Partner Portal platform offers complete visibility into your channel. Partner portal benefits, such as the ability to efficiently manage all of your channel sales and marketing programs on one completely customized … [Read more...] about Partner Portal Benefits for Your Channel-Driven Business
Using Deal Registration In Your Channel Marketing Strategy
Deal Registrations can Provide you the Insight you Need for Creating a Solid Channel Marketing Strategy. The two seem to be very separate entities with completely different goals. Channel marketing teams want to focus on sell-through while deal registrations are primarily used for sell-in. So how … [Read more...] about Using Deal Registration In Your Channel Marketing Strategy
Partner Onboarding Process Discussion with Channel Experts
How to Improve the Partner Onboarding Process. Ken Thoreson and Keith Lubner team up again to provide expert advice on activities taking place in the channel. This week's topic, partner onboarding process. Computer Market Research (CMR): What is ? What implications does it have on long and … [Read more...] about Partner Onboarding Process Discussion with Channel Experts
Channel Obstacles – Generational Gaps Q&A with Channel Experts
Can Channel Obstacles such as Generational Gaps Be Bridged for Good? In this Channel Expert Q&A, Ken Thoreson and Keith Lubner team up to offer their knowledge on generational gaps that cause channel obstacles. Computer Market Research (CMR): What are some of the generational gaps that … [Read more...] about Channel Obstacles – Generational Gaps Q&A with Channel Experts
Channel Challenges Discussion with Channel Expert Jan De Bondt
Challenges Partners Face When Doing Business with their Vendors. Jan De Bondt is a partner at Devenyn & Partners, a European-based management consultancy firm. During this Channel Expert Q&A session, De Bondt identifies certain channel challenges taking place in modern distribution … [Read more...] about Channel Challenges Discussion with Channel Expert Jan De Bondt
Vendor Partner Relationship Building in the Channel
Vendors should take time to screen partners to identify where they lie on the partner continuum. A survey by ZS Associates studying the vendor-partner relationship revealed that only 47% of channel partners felt satisfied with a vendor’s ability to listen and communicate to their needs. However, … [Read more...] about Vendor Partner Relationship Building in the Channel
Discussing Automated Channel POS System with Sheila O’Neil
Automated Channel POS System Provides Real-Time, On-Demand Information from your Channel Partners. Sheila O’Neil is the President and Founder of SM O’Neil Consultants. In this Channel Expert Q&A, O’Neil offers her expertise in Automated Channel POS Systems and their influence on creating … [Read more...] about Discussing Automated Channel POS System with Sheila O’Neil
MDF Program Strategy with Channel Expert Patricia Rush
MDF Program Strategy has always been an integral part of many channel programs. For our first Channel Expert Q&A blog post, we reached out to Patricia Rush, Channel Consultant and President of RushToChannel. The focus of the interview was MDF program strategy. For the past 30 years, Rush has … [Read more...] about MDF Program Strategy with Channel Expert Patricia Rush
Multi-Vendor Marketing Funds Management – What Is It?
Access More Funds, Spend More Funds, Strengthen your Multi-Vendor Co-op MDF Marketing Funds Management. The majority of channel partners have large networks of vendors, most of which offer Co-op dollars or Market Development Funds (MDF). However, having access to multi-vendor marketing funds makes … [Read more...] about Multi-Vendor Marketing Funds Management – What Is It?
Best Deal Registration Practices for Overcoming Channel Conflict
Deal registration programs are extremely attractive to distributors. But, without a robust, user-friendly and customizable program or process in place, deal registration loses its to distributors. So, it is understandable for manufacturers to constantly seek the best deal registration practices. … [Read more...] about Best Deal Registration Practices for Overcoming Channel Conflict