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 “complexity” of their Co-op management platform. The nature of Co-op advertising programs…Continue Reading
Important Co-Op Marketing Program Deadlines for Channel Partners
Five Important Co-op 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 their channel partners. Only half of this $70 billion was…Continue Reading
Channel Partner Marketing with Synchronized Channel Marketing
3 Costly Mistakes Marketers Make That Are Easily Avoidable Channel partner marketing is no walk in the park. It’s as unpredictable as an earthquake, and as complex as a Calculus exam—but nonetheless—a strategy no company survives without. Especially when you consider what today’s marketplace presents businesses with: An overloaded saturation of “look at me” content…Continue Reading
How to Improve Ship and Debit Solution for a Better Channel Visibility
Explore the benefits of an automated Ship and Debit solution for your business Ship and Debit solution are effective incentives to reward partners, protect distributor margins and mediate competitive pricing. These “off-invoice” discounts also help manufacturers combat numerous issues that may otherwise affect channel satisfaction, including increasing profitability for distributors, retaining partner and program enablement,…Continue Reading
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 their performance. There are endless to fuel your distributor’s demand generation workflow, but a…Continue Reading
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 money a channel partner is capable of netting. It’s a simple…Continue Reading
How to Prompt your Distributors to Submit POS Information
9 easy and 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 [from distributors and channel partners] to facilitate critical business decisions, reward partners and…Continue Reading
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 opt for a Software-as-a-service (SaaS) cloud-computing provider versus developing an internal, on-premise hosting center is a major challenge;…Continue Reading
How to Improve your Special Pricing Agreements 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, practical webinar presentation, Frank provides valuable insight into the complicated world that is SPAs…Continue Reading
7 Things you Need for Successful Channel Incentive Program
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 the decision to slash channel incentive program investment or…Continue Reading
Special Pricing Agreements’ Unique Value to the Distribution Channel
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 respective distributing partners can support a wide range of end-customer and market situational needs. These advantages…Continue Reading
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 Account Manager valuable to their partner network. This…Continue Reading
Market Development Funds Structured for Digital Marketing
As 2017 gains steam, the market development funds continue to adapt to digital. 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, and vendors must recognize their value to partners not only…Continue Reading
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 It should be clear by now that encouraging distributors to hand over their Channel POS data is neither quick nor simple. The fear of disintermediation [i.e., manufacturers using channel POS data to eliminate distributors from…Continue Reading
Channel Partner Management 5 Practices on the Brink of Extinction
Channel Partner Management Practices that are Close to Extinction. Based on our experience of helping manufacturers improve their channel partner management practices in their distribution chain, we have seen firsthand how common practices can deteriorate , sales, and marketing program ROI and gross margins. One or several of the following practices may still be prevalent in…Continue Reading
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