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
The Channelist
Digital Market Development Funds Structured for Digital Marketing
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 all parties. Vendors must recognize their value to partners not only as a … [Read more...] about Digital Market Development Funds Structured for Digital Marketing
9 Ways to Encourage Distributors to Submit Channel POS Data
The following information draws on 30+years of working with manufacturers on how they can encourage distributors to submit channel POS data. When it comes to channel distribution, acquiring accurate and timely POS data information is your bread and butter. As a manufacturer, you depend on POS … [Read more...] about 9 Ways to Encourage Distributors to Submit Channel POS Data
5 Channel Relationship Management Practices on the Brink of Extinction
Channel Relationship Management Practices that are Close to Extinction. Based on our experience of helping manufacturers improve their channel relationship management practices in their distribution chain, we have seen firsthand how common practices can deteriorate , sales and marketing program … [Read more...] about 5 Channel Relationship Management 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
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 b … [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 … [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 … [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 … [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 … [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 do … [Read more...] about Recruiting Channel Partners that Will Fit into Your Business Model