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
The Channelist
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Risks with Using Outdated Business Management Applications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 And, outdated business management applications can render your established workflows dysfunctional and ineffective.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 about Risks with Using Outdated Business Management Applications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
Channel Management SaaS Applications
Over the past ten years, Software as a Service (SaaS) has become the most sustainable solution for organizations. This is especially true for organizations that wish to power their sales, marketing, and operations from anywhere. With no signs of slowing down, studies predict that the SaaS industry … [Read more...] about Channel Management SaaS Applications
How to Develop a Successful Channel Marketing Strategy
Channel marketing is a means to distribute a product on the market through a variety of different platforms and mediums. A Synchronized Channel Marketing strategy has proven to be an extremely important tool for vendors and channel partners alike: while the former will be able to maximize their … [Read more...] about How to Develop a Successful Channel Marketing Strategy
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How to Optimize your Channel Rebate and SPIF Programs
Best Practices for Creating and Implementing Rebate and SPIF Programs. Rebate and SPIF programs are powerful incentive tools best used to boost your partners’ sales efforts. Such sales incentive programs are designed to ultimately increase product revenue by the number of units sold. However, … [Read more...] about How to Optimize your Channel Rebate and SPIF Programs
Creating a Successful Channel Program Strategy
The channel landscape has undergone tremendous changes. Changes from "Second Platform" to "Third Platform" stage of IT is leaving businesses who rely on traditional IT infrastructure behind. Businesses who have invested in the Second Platform will continue to see growth from 2018 to 2012. However, … [Read more...] about Creating a Successful Channel Program Strategy
Co-op MDF Programs: Dealing with Unused Marketing Funds
Channel Partner Co-op MDF Programs and the Unused Channel Marketing Funds Dilemma. Every year, a report comes out estimating the amount of unused channel marketing funds. The number typically fluctuates in the billions. Billions. This means that vendors are allocating hundreds to thousands of … [Read more...] about Co-op MDF Programs: Dealing with Unused Marketing Funds
Managing Co-op Funds – 5 Easy Co-op Management Strategies
Automated Co-op Marketing Programs Deliver True Results When it Comes to Managing Co-op Funds. We’ve conducted a small-scale study on vendor’s process of managing Co-op funds and came to a conclusion: Co-op marketing programs are no walk in the park. As with any marketer’s dilemma, the struggle is … [Read more...] about Managing Co-op Funds – 5 Easy Co-op Management Strategies
Managing Ship and Debit Programs Requires Automation
Automated Ship and Debit Benefits Manufacturers and Partners. Managing ship and debit programs is an exhausting endeavor. It takes not only remarkable organizational skills but also deft communication, precision, leadership, and accountability. Businesses must be able to track channel … [Read more...] about Managing Ship and Debit Programs Requires Automation
5 Key Characteristics of a Successful Deal Registration Program
A structured and Well-Organized Partner Deal Registration Program Can Offer Numerous Benefits for Manufacturers Deal registration programs provide a vital factor in a vendor’s value proposition. Deal Registrations provide vendors the measure to reward partners who are driving growth in their market … [Read more...] about 5 Key Characteristics of a Successful Deal Registration Program