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
The Channelist
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 … [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
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, … [Read more...] about How to Improve your Special Pricing Agreements Efficiency
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 … [Read more...] about 7 Things you Need for Successful Channel Incentive Program
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 … [Read more...] about Special Pricing Agreements’ Unique Value to the Distribution Channel
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
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 … [Read more...] about 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 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., … [Read more...] about 9 Ways to Encourage Distributors to Submit Channel POS Data
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 … [Read more...] about Channel Partner Management 5 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
How to Recruit Profitable Channel Partners for your Business [Part 2]
Recruit Profitable Channel Partners by Implementing Well-Defined Incentive Programs Do opposites attract in the manufacturer-partner relationship? Probably not. When you’re searching to recruit profitable channel partners, you tend to look for . Establishing synergy means putting channel pa … [Read more...] about How to Recruit Profitable Channel Partners for your Business [Part 2]
How to Attract Productive Channel Partners to your Business [Part 1]
Attracting the right Channel Partners to your Business Comes Down to How Well you Executed your Recruitment Strategy. If you’re a manufacturer that wants to transform inactive channel partners [i.e., distributors, resellers, dealers, etc., that only get behind your offering if a deal falls in their … [Read more...] about How to Attract Productive Channel Partners to your Business [Part 1]
How to Create Valuable and Profitable Channel Partner Relationship
Successful Channel Partner Relationships Begin by Identifying what End-Users Deem Valuable It is either arrogance or naivety to assume manufacturers dictate the fate of their channel partner relationships and the way end-users purchase products. At the end of the day, end-users possess power in … [Read more...] about How to Create Valuable and Profitable Channel Partner Relationship
Channel Partner Scorecards – An Undervalued Asset in the Channel
The Channel Partner you Assume to Be Generating the Most Volume Is Not Always the One Producing the Most Profit Partner scorecards are an excellent channel partner management tool. Unfortunately, they are not utilized correctly. Do you use the following tactics when putting together channel … [Read more...] about Channel Partner Scorecards – An Undervalued Asset in the Channel
Improve Channel Incentive ROI with Automated Ship and Debit
At the Source of Partner Incentive Overpayments Lays a Flawed Channel Data Management Process Our module, Automated Ship and Debit, also known as, Automated Distributor Claims Management (ADCM), is designed to improve your channel incentive ROI and eliminate incentive overspend by transforming i … [Read more...] about Improve Channel Incentive ROI with Automated Ship and Debit
How to Set Up your Market Development Funds Program: Part 2
Program Guides to Help Optimize your Market Development Funds Program Performance Efficiently and Effectively. In part 1 of this 2-part series on “Co-op MDF Strategies for a Better Partner Engagement,” we addressed the importance of removing complexity from your program guidelines. In par … [Read more...] about How to Set Up your Market Development Funds Program: Part 2
How to Set Up a Successful MDF Programs- Part 1
How to Create a Successful MDF Programs that Demonstrates your Interest in the Success of Channel Partners This 2-part series addresses the importance of removing brevity from your MDF program incentive. The goal of this article(s) is to demonstrate how to design a successful MDF programs that lead … [Read more...] about How to Set Up a Successful MDF Programs- Part 1
Channel Co-op & Market Development Fund (MDF) Best Tactics
Bring Definitive Validation Into The Importance Of Joint-Marketing Incentives. Money spent in the channel has never been under such scrutiny as it is today. Channel executives demand the expense of channel marketing investments and activity (Channel Co-op/MDF) to be well justified. Without … [Read more...] about Channel Co-op & Market Development Fund (MDF) Best Tactics
Co-op MDF Software for Channel Resellers and Distributors
Automated Co-op MDF Solution that Gives you the Opportunity to Use Funds that May Have Otherwise Expired Computer Market Research (CMR), a leading developer of web-based channel management solutions, has redesigned its Co-op MDF software to provide multi-vendor funds management for resellers and … [Read more...] about Co-op MDF Software for Channel Resellers and Distributors