Unlocking the Power of Automated Data Analysis in the Channel Most manufacturers are only seizing a fragment of the value Automated Data Analysis have to offer to the success of their business and partnerships. Data Analysis is the process of compiling, organizing, evaluating, and drawing c … [Read more...] about Increase Business Intelligence with Automated Data Analysis
The Channelist
9 Ways Channel Data Analytics Can Help Boost ROI
How Channel Data Analytics Solutions Can Help Improve Operation, Performance, and ROI For vendors who sell products through their own sales department or networks of distributors and resellers, channel data analytics define and consolidate nearly all information guiding business decision making. … [Read more...] about 9 Ways Channel Data Analytics 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 . Surveying 17 … [Read more...] about 4 Obstacles and Solutions Facing Co-op Marketing Funds
Smarter Partner Portal for Smarter Businesses
All your Channel Management Solutions in One Place Do you envision a seamless partner portal experience for your channel partners? Of course you do. In today’s competitive environment, partners consider ease of doing business a top priority. Nothing turns off partner interest like a co … [Read more...] about Smarter Partner Portal for Smarter Businesses
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 "co … [Read more...] about Top Fifteen Co-Op Management Platform Checklist
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 … [Read more...] about Important Co-Op Marketing Program Deadlines for Channel Partners
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 p … [Read more...] about Channel Partner Marketing with Synchronized Channel Marketing
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 oth … [Read more...] about How to Improve Ship and Debit Solution 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
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