If your business is pumping products through a channel pipeline, then you already understand that it is a massive undertaking. But are you doing the best to manage your partner relationships? If not, you could be at risk of losing your partnerships, which will most definitely put a kink in your … [Read more...] about How to Manage Your Partnership with Distribution Partners
The Channelist
How to Measure Your Partner Program KPIs
We're here to give you the rundown on the best ways to measure your partner program's KPIs. Key performance indicators, or KPIs, are used by many businesses’ that sell thru the channel to measure the performance of their channel partners. It’s rather simple: You set a goal. You put tactics in … [Read more...] about How to Measure Your Partner Program KPIs
Improve B2B Channel Marketing Programs During COVID-19
Everyone can agree that the pandemic has changed our way of life. Millions are still sheltering in place and businesses have had to quickly adapt to the new normal. COVID-19 has impacted B2B channel marketing programs and channel activities in a big way, and businesses must continue to evolve if … [Read more...] about Improve B2B Channel Marketing Programs During COVID-19
How to Formulate a Channel Strategy to Increase Efficiency
What is a Channel Strategy? A channel strategy is a must-have in the B2B world. Think of a channel as a chain, with the vendor or manufacturer on top, followed by “links” that represent the various partner companies needed to get products or services in front of customers. These links, or channels, … [Read more...] about How to Formulate a Channel Strategy to Increase Efficiency
How to Choose a Channel POS Data Management System
A channel POS data management system does more than just provide a convenient way for customers to pay for transactions. For managing your channels, it’s also a valuable tool for data collection. And you need to analyze data in order to stay ahead of consumer buying habits and trends. Data collected … [Read more...] about How to Choose a Channel POS Data Management System
How to Improve Your Indirect Channel Partner Incentive Programs
Channel partners are an integral piece of the operation for many high-tech companies. A significant portion of revenue for companies that sell through the channel comes from indirect channel partners. However, misaligned incentive programs can become a company’s largest expenditure. Mismanaged … [Read more...] about How to Improve Your Indirect Channel Partner Incentive Programs
Best Remote Channel Sales Strategies to Enhance Your Business
The future is now. We are dead smack in the middle of the digital age. And if you have not noticed by now, there are big benefits to operating your business remotely. Especially for your sales channels. For one, it lowers costs and increases flexibility. Second, it opens the door to new target … [Read more...] about Best Remote Channel Sales Strategies to Enhance Your Business
Best Channel Sales Enablement Strategies and Tools
Growing your business falls squarely on the shoulders of your sales team, so it is up to your organization to set them up for success. After all, their success results in increased sales, which translates to more money and more customer interactions. If you want to keep up with the competition, this … [Read more...] about Best Channel Sales Enablement Strategies and Tools
Partner Relationship Management Challenges and Solutions
High-tech organizations seek channel partnerships as a strategic alliance, of sorts, to assist operations in a number of ways, such as to promote products or services, increase efficiencies in distribution and store products. However, managing the needs of multiple partners in a supply chain can be … [Read more...] about Partner Relationship Management Challenges and Solutions
Channel Sales Process and its Seven Stages
Not all sales efforts are created equal, nor do they always turn into a sale. Top-performing sales reps often rely on a channel sales process, known as a sales funnel, to track customer behavior and habits throughout the purchasing process. Consider the sales funnel as a roadmap of your customer’s … [Read more...] about Channel Sales Process and its Seven Stages
Best Channel Sales Strategies During a Pandemic
The phrase “business as usual” has taken on new meaning in the wake of a pandemic. COVID-19 has forced many businesses to adjust operations and adapt their channel sales strategies to keep product pipelines flowing and customers satisfied. With all things considered, companies have made a quick … [Read more...] about Best Channel Sales Strategies During a Pandemic
Risks with Using Outdated Business Management Applications
These days, software updates come faster than the speed of light. And, outdated business management applications can render your established workflows dysfunctional and ineffective. Take the current unemployment crisis in America, for example. Many state unemployment departments, including … [Read more...] about Risks with Using Outdated Business Management Applications
SPIFF Incentives – Creating an Effective Sales Rewards Program
SPIFF sales programs are short-term incentives designed to encourage changes in the behavior of sales teams in order to increase profits. Such sales incentive programs reward partners for improved performances, and, if implemented correctly, help increase partner loyalty. In general, SPIFF incentive … [Read more...] about SPIFF Incentives – Creating an Effective Sales Rewards Program
Having a Strong Partner Management System During COVID-19
At the start of the COVID-19 pandemic, leaders scrambled to find solutions to operate in a new normal. As a result, it seems, the entire world sheltered in place and started working from home. Companies with solid partner management systems in place adapted a bit better while those with traditional … [Read more...] about Having a Strong Partner Management System During COVID-19
International Channel Sales Programs – Challenges and Solutions
Developing a for a single market is no easy task for a vendor. So, it should come as no surprise that building a channel partner sales program across the globe adds layers of complexities and difficulties. Deploying and maintaining a successful international channel sales program requires thorough … [Read more...] about International Channel Sales Programs – Challenges and Solutions
Establishing a Manufacturer-Distributor Partnership
As a manufacturer, success requires a solid relationship with distributors to help you expand into new areas and increase sales. The ideal manufacturer-distributor partnership can be categorized as a tactical and strategic relationship where both parties benefit from working together to achieve … [Read more...] about Establishing a Manufacturer-Distributor Partnership
Channel Partner Programs – Creating a Partner Program
There are many benefits to creating a channel partner program. Accelerating are just the top two benefits. However, creating a successful partner program is time-consuming and requires resources as well as detailed strategic planning. In this post, we will look into the reasons vendors need such … [Read more...] about Channel Partner Programs – Creating a Partner Program
4 Factors of an Effective Channel Management Process
Channel management, by definition, is the practice in which a vendor or supplier directs sales and marketing activities by actively involving and motivating members of its channel distribution. Therefore, channel management decisions are necessary to ensure that there are no interruptions in the … [Read more...] about 4 Factors of an Effective Channel Management Process
Guidelines for a Partner Relationship Management Software
Partner relationship management (PRM) software helps channel organizations with recruiting new channel partners and selling products or services. A well-designed partner management application helps such organizations and their channel partners to align their business goals. In addition, access to … [Read more...] about Guidelines for a Partner Relationship Management Software
Top 10 Reasons Channel Partnership are Cancelled
What Can a Manufacturer Do to Prevent Channel Partnership Cancellation? Many manufacturers spend a great deal of time and resources on establishing channel partnerships in order to expand their business, only to be let down by the results. For a manufacturer to maximize their chances of success, … [Read more...] about Top 10 Reasons Channel Partnership are Cancelled