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
The Channelist
How to Recruit Profitable Channel Partners for your Business
Attracting the right Channel Partners to your Business Comes Down to How Well you Executed your Recruitment Strategy When smart manufacturers look to recruit profitable channel partners, they look for companies that don’t sit around and wait for deals, but rather, engage with their vendor and get be … [Read more...] about How to Recruit Profitable Channel Partners for your Business
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
Market Development Funds Program Set Up Guide
How to Optimize your Market Development Funds Program Performance Today we are going to jump into the systematic instructions as to what a comprehensive Channel Market Development Funds Program template should look like. Partners will be able to use your Market Development Funds program guide not … [Read more...] about Market Development Funds Program Set Up Guide
Market Development Funds Best Practices that Increase ROI
Market Development Funds Best Practices that Demonstrates your Interest in the Success of Channel Partners One of the Market Development Funds Best Practices that is easily overlooked is the vendor’s interest in the success of its partner. Dale Carnegies famously coined, “You can make more fri … [Read more...] about Market Development Funds Best Practices that Increase ROI
Best Co-op and MDF Strategies for Manufacturers
Co-Op and MDF Strategies for Eradicating the Obscurity of Indirect Marketing-ROI has never been under such scrutiny as it is today. Channel executives demand the expense of channel marketing investments and activity to be well justified. Without tangible data that clearly defines the ROI-acquired … [Read more...] about Best Co-op and MDF Strategies for Manufacturers
Building Channel Incentive Programs for Maximum Effectiveness
Learn How High-Impact Channel Incentive Programs can lead to Mutual Vendor/Partner Success Selling products via partner ecosystems is no easy feat. That's why building channel incentive programs are so important to channel vendors; it gives you the opportunity to demonstrate your unique value as a … [Read more...] about Building Channel Incentive Programs for Maximum Effectiveness
A Look at Best Practices in Channel Partner Recruitment Process
How to Win Channel Partner Interest in Today’s Complex and Competitive Environment! In order to win solution providers’ interest during your channel partner recruitment process, you need a thorough indirect sales strategy. Your sales strategy should assure that a . With the demand of solution pro … [Read more...] about A Look at Best Practices in Channel Partner Recruitment Process
How to Help Improve Channel Partner Performance
Practical Solution to Improve Channel Partner Performance In the final segment of this 3-part series, we will wrap up on how to improve channel partner performance and how channel partners can better leverage Co-Op MDF and use it to their strategic advantage. More importantly, the final installment … [Read more...] about How to Help Improve Channel Partner Performance
Co-op MDF Strategies for a Better Partner Engagement
4 Co-op MDF Strategies for Achieving Partner Engagement and Developing an Ongoing Relationships There are plenty of reasons why billions of market development dollars go unused each year. From cumbersome reimbursement processes to more attractive incentives offered by other vendors, from … [Read more...] about Co-op MDF Strategies for a Better Partner Engagement
How to Maximize on CO-OP MDF Opportunities
Are your Channel Partners Opting-Out of Co-op MDF Opportunities? Each year, manufacturers spend billions of dollars into creating Co-op MDF opportunities for channel partners. Disturbingly, however, nearly half of incentive fund opportunities go unused. That is a significant amount of … [Read more...] about How to Maximize on CO-OP MDF Opportunities
Keys to Unlocking a Long Lasting Channel Partnership [Infographic]
Long Lasting Channel Partnership Starts with Proper Partner Profiling and Qualification It’s an overarching challenge of developing a profitable, successful, long lasting channel partnership. Too often, make the mistake of rushing into a partnership without doing so much as scratching the s … [Read more...] about Keys to Unlocking a Long Lasting Channel Partnership [Infographic]
Channel Partnership Tips for Original Equipment Manufacturers
How OEMs Can Facilitate Lucrative Channel Partnerships The business landscape has changed. Original equipment manufacturers (OEMs) are not selling as they used to. Instead of purely pursuing direct transactions, manufacturers are opting for a strategic approach that relies on indirect solution … [Read more...] about Channel Partnership Tips for Original Equipment Manufacturers
Approaches to Expanding Channel Partner Network on LinkedIn
LinkedIn can Leverage your Partner Recruitment Process Expanding Channel Partner Network or finding the right channel partners and solution providers to join your distribution network is no small feat. From cold calls and emails, to obscure referrals and failed presentations, partner recruitment … [Read more...] about Approaches to Expanding Channel Partner Network on LinkedIn
The Financial Risks of Managing Channel Incentives with Spreadsheets
The Surprising, and Unfortunate Truth About Spreadsheets You depend on your channel incentive and special pricing agreements to help drive revenue, as well as improve the performance of products and channel partners. However, the administrative ‘status-quo’ of these programs pose significant fina … [Read more...] about The Financial Risks of Managing Channel Incentives with Spreadsheets
Recruiting Channel Partners that Will Fit into Your Business Model
Following are Tips and Suggestions Channel Vendors can use when Recruiting Channel Partners for their Business while Developing Long-Term, Successful Relationships On the surface, the number of channel partners that exist in today’s market is a vendor’s dream. Channel-driven producers can narrow dow … [Read more...] about Recruiting Channel Partners that Will Fit into Your Business Model
Best Practices for Improving your Channel Incentive ROI
Best Practices for a Successful And Improved Channel Incentive ROI Vendors depend on channel partner incentive programs to drive the performance of products and penetrate new markets. Therefore, it is fair to say that to improve their channel incentive ROI, best practices in offering partners … [Read more...] about Best Practices for Improving your Channel Incentive ROI
Channel Partner Sale Strategy by Employing Psychology
How to Improve Partner Relationship Management with Psychology Successful Channel Partner Sale Strategy is a result of several factors. In the past, channel partners were the ones that had to fight for manufacturers’ attention; nowadays, it’s very much the opposite: manufacturers have to prove to … [Read more...] about Channel Partner Sale Strategy by Employing Psychology
3 Reasons Automated Channel Data Management Platforms Are Important
Using Manual Processes to Normalize Channel Data Leads to Financial Complications and Lost Opportunities In order to facilitate sustainable growth, channel-driven producers need detailed visibility into the performance of products and partners via automated channel data management platform. Data … [Read more...] about 3 Reasons Automated Channel Data Management Platforms Are Important
3 Channel Marketing Plans for Improving Channel Partner Success
Breathe New Light into your Channel Sales and Channel Marketing Strategies with Partners If you sell through multiple channels, when it comes down to channel marketing plans communication can get easily tangled. It’s likely your partner network is comprised of multiple solution providers. Each p … [Read more...] about 3 Channel Marketing Plans for Improving Channel Partner Success