Digital Co-op Advertising Funds May Seem Uneconomical for a Vendor, but the Results Tell another Story Small businesses have always thrived on the patronage of their local customers. As a member of a community, small business owners see their community more than a canvas for cultivating a marketing … [Read more...] about Digital Co-op Advertising Funds for Local Channel Partners
The Channelist
How to Evaluate your Sales Opportunity Management Process
How to Evaluate the Effectiveness and the Efficiency of your Sales Opportunity Management Process Sales opportunity refers to a process of identifying new revenue opportunities in the form of existing or qualified potential buyers that in some stage of your sales pipeline have indicated an interest … [Read more...] about How to Evaluate your Sales Opportunity Management Process
Analyzing Sales and Marketing Data to Increase Business Intelligence
Unlocking the Power of Analyzing your Sales and Marketing Data Most manufacturers are only seizing a fragment of the value that analyzing sales and marketing data have to offer to the success of their business and partnerships. Data Analysis is the process of compiling, organizing, evaluating, … [Read more...] about Analyzing Sales and Marketing Data to Increase Business Intelligence
9 Ways Channel Sales Data Analytics Software Can Help Boost ROI
How Channel Sales Data Analytics Software Can Help Improve Operation, Performance, and ROI For vendors who sell products through their own sales department or networks of distributors and resellers, channel sales data analytics define and consolidate nearly all information guiding business decision … [Read more...] about 9 Ways Channel Sales Data Analytics Software Can Help Boost ROI
4 Obstacles and Solutions Facing Co-op Marketing Funds
Making Co-op Marketing Funds a Source of Revenue for Both Manufacturers and their Channel Partners In a study conducted by Borrell Associates, it was revealed that an estimated $70 billion was allocated to Co-op advertising programs in 2017 alone. Surprisingly, nearly half of these Co-op marketing … [Read more...] about 4 Obstacles and Solutions Facing Co-op Marketing Funds
Top Fifteen Co-Op Management Platform Checklist
Best-of-Breed Capabilities to Consider when Evaluating a Co-Op Management Platform Nearly all vendors have Co-op marketing programs in place yet, more than half of them aren’t satisfied with the Co-op management platform they use. The basic reason for vendors' disapproval is reported to be the "" o … [Read more...] about Top Fifteen Co-Op Management Platform Checklist
Important Coop Marketing Program Deadlines for Channel Partners
Five Important Coop Marketing Program Deadlines that Reseller, Distributor, or Retailer Need to Be Aware of in Order to Prevent Funds from Expiring In 2017, a study by Borrell Associates revealed that an estimated $70 billion cooperative advertising money (Co-op) was made available by vendors to … [Read more...] about Important Coop Marketing Program Deadlines for Channel Partners
How to Improve Ship and Debit Agreement for a Better Channel Visibility
Explore the Benefits of Automating the Process of Managing a Ship and Debit Agreement Ship and debit agreements are effective incentives to reward partners, protect distributor margins, and mediate competitive pricing. These “off-invoice” discounts also help manufacturers combat numerous issues tha … [Read more...] about How to Improve Ship and Debit Agreement for a Better Channel Visibility
How to Create a Successful Performance-Based MDF Program
A performance-based MDF program is the backbone of a stable and healthy distribution sales channel. Performance-based MDF Program provides your company with the flexibility and workforce to reach end-customers in geographical locations and market segments that your cannot reach while validating … [Read more...] about How to Create a Successful Performance-Based MDF Program
Classifying Partner Investment Prioritization via Partner Scorecards
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 Classifying Partner Investment Prioritization via Partner Scorecards
How to Prompt your Distributors to Submit POS Information
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 POS information to facilitate critical business … [Read more...] about How to Prompt your Distributors to Submit POS Information
SaaS vs. On-Premise: Which is Better for your Sales Channel
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 o … [Read more...] about SaaS vs. On-Premise: Which is Better for your Sales Channel
Special Pricing Agreements: Improve your Program Efficiency
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
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, where … [Read more...] about Channel Incentive Program – 7 Things you Need to Succeed
SPAs-Special Pricing Agreements- Unique Value to Distribution Channels
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-Special Pricing Agreements- Unique Value to Distribution Channels
Channel Account Manager Tactics Q&A with Sheila O’Neil
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
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
The following information draws on 30+years working with manufacturers on how they can encourage distributors to submit channel 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 … [Read more...] about 9 Ways to Encourage Distributors to Submit Channel POS Data
5 Channel Relationship Management Practices on the Brink of Extinction
Channel Relationship Management Practices that are Close to Extinction. Based on our experience of helping manufacturers improve their channel relationship management practices in their distribution chain, we have seen firsthand how common practices can deteriorate , sales and marketing program … [Read more...] about 5 Channel Relationship Management Practices on the Brink of Extinction
Qualities a Skilled Channel Account Manager Should Possess
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