A 13-Point Channel Sales Checklist to Discover If Your Company Is Ready to Join the Channel. Dede Haas is an award-winning high-tech sales channel professional and founder of DLH Services. As an expert in channel management, Dede has created innovative and successful channel programs and sales … [Read more...] about Channel Sales Checklist Discussion with Channel Expert Dede Haas
The Channelist
Partner Recruitment Plan Formula and Its Components
A Partner Recruitment Plant Formula that Equals Revenue Growth. Partner profiling is widely used by vendors for identifying and selecting the right partners in the partner recruitment plan. However, some vendors use their own partner profiling strategy as a tool to evaluate their existing partners. … [Read more...] about Partner Recruitment Plan Formula and Its Components
New Goals for Channel Partners – It’s a New Year After all
Best Practices for Setting Goals for Channel Partners in the New Year! 2019 has barely begun, yet many technology manufacturers are already planning their performance and development goals for the year. Planning your performance goals early in the year allows you to align your partner programs … [Read more...] about New Goals for Channel Partners – It’s a New Year After all
Channel Partner Portal – A Powerful Channel Data Management System
Achieving Business Objectives with a Data-Driven Channel Partner Portal Software. A vendor’s channel partner portal is very similar to a digital hub where the vendor’s and their partners’ data is stored and available for access to all parties 24/7. This collaborative data hub creates an … [Read more...] about Channel Partner Portal – A Powerful Channel Data Management System
Tools for Furthering your B2B Sales and Marketing Alignment
The Importance of B2B Sales and Marketing Alignment. Today, more than ever, the success and productivity of an organization are correlated to the alignment of their sales and marketing departments and team members. In fact, according to Act-On's 2017 B2B sales and marketing alignment report, 56% … [Read more...] about Tools for Furthering your B2B Sales and Marketing Alignment
How to Grow your Business with Synchronized Channel Marketing
Find out How Synchronized Channel Marketing Can Help You Reach More People. There is a fundamental problem with how vendors and their channel partners market their products. Vendors, who have the resources to create marketing content, are having trouble reaching their end customers. Channel … [Read more...] about How to Grow your Business with Synchronized Channel Marketing
IT Channel Partners in the Cloud and a New Value Proposition
Rapid Changes in the IT Industry Have Impacted the Roles IT Channel Partners Play in their Partnership. Cloud computing, the Internet of things (IoT), and artificial intelligence (AI) are just a few technologies spearheading the 4th industrial revolution. The new technological advancements have … [Read more...] about IT Channel Partners in the Cloud and a New Value Proposition
How to Make Online Digital Co-op Advertising Programs Work
Digital Co-op Advertising - Revolutionize your Co-op Program. Year-after-year the use of digital advertising and the revenue generated from utilizing this form of advertising continue to grow. Many national brands have recognized the value of digital marketing by investing in digital for national … [Read more...] about How to Make Online Digital Co-op Advertising Programs Work
Make your Partner Portal Software Attractive to Channel Partners
How to Use your Channel Partner Portal Software to Target Value Added Resellers. A channel partner portal software is designed to provide a centralized platform to assist vendors in managing and calculating channel activities, as well as help partners, increase productivity and revenue. Partner … [Read more...] about Make your Partner Portal Software Attractive to Channel Partners
Improve Channel Sales by Unlocking the Benefits of your Data
The Importance of Analyzing Sales Data to Improve Channel Sale. The integration of data into a B2B's channel sales and marketing have provided many companies with . Many companies utilize their data from both sales and marketing to improve their channel sales. Some benefits of utilizing data for … [Read more...] about Improve Channel Sales by Unlocking the Benefits of your Data
Key Technologies that Help Drive Tech Distribution Growth
Revenue Growth for Tech Vendors Selling Product Through Tech Distribution. The vast and rapid growth in technology innovation has transformed the way tech vendors and tech distribution conduct business. After surveying 50+ technology channel executives, the 2018 Global Technology Distribution … [Read more...] about Key Technologies that Help Drive Tech Distribution Growth
Digital Co-op Advertising Funds for Local Channel Partners
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 … [Read more...] about Digital Co-op Advertising Funds for Local Channel Partners
How to Evaluate your Sales Opportunity Management Process
How to Evaluate the Effectiveness and 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 in … [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 … [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 … [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 "" … [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 … [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 Programs provide 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