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
Tools for Furthering your B2B Sales and Marketing Alignment
The Importance of B2B Sales and Marketing Alignment As the modern buyers' values and habits have changed so have the juxtaposition of different stages in the B2B buying process within the sales and marketing funnel. According to Sirus Decisions, 67% of the B2B buyer's research and decision-making
Valuable Channel Sales Data Analytics for your Business
Unlocking the Benefits of your Channel Sales Data Analytics The integration of channel sales data analytics into a B2B's sales and marketing strategies have provided many companies with insights for identifying potential partners and valuable information for targeting companies that are more likely
How to Evaluate your Sales Opportunity Management Process
How to Evaluate the Effectiveness and the 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 i
How to Prompt your Distributors to Submit POS Information
9 easy and effective tactics you can use to motivate channel partners and distributors to submit POS information When it comes to channel distribution, acquiring accurate and timely POS information is your bread and butter. As a manufacturer, you depend on POS information [from distributors and
SaaS vs. On-Premise: Which is Better for your Sales Channel
Understanding what's best for your business: SaaS vs. on-premise The trade-offs are complex. The results and consequences are obscure. The need to decide SaaS vs. on-premise swiftly, perceptively and without disruption mandates careful scrutiny. For channel-intensive businesses, the decision to o
9 Ways to Encourage Distributors to Submit Channel POS Data
The following information draws on 30+years working with manufacturers on how they can encourage distributors to submit channel POS data It should be clear by now that encouraging distributors to hand over their Channel POS data is neither quick nor simple. The fear of disintermediation [i.e.,
Channel Incentive Program Creation and Implementation
Learn How High-Impact Channel Incentive Program Creation and Implementation can lead to Mutual Vendor/Partner Success Selling products via partner ecosystems is no easy feat. That's why channel incentive program creation and implementation is so important to channel vendors; it gives you the
Business Management Tools that Will Transform your Productivity
Business Management Tools for Streamlining Operations and Transform your Productivity Finding enough time in the day can seem impossible. The following business management tools and suggestions are designed to help you walk into work feeling less stressed, organized and more than ever b
Channel Incentive Best Practices for Vendors
Best Practices for a Successful Channel Incentive Program Vendors depend on channel incentive programs to drive the performance of products and penetrate new markets. Therefore, it is fair to say that channel incentive best practices are the objective of every vendor. Partners rely on incentives
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 today’s ever competitive ‘channel’ realm, distributors/resellers are blessed with an embarrassment of selections regarding which products they can sell.
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
Channel Sales and Channel Marketing Programs Components
7 Steps that Bring Clarity to Channel Sales and Channel Marketing Programs Why do partners continue to opt out of channel sales and channel marketing programs? This question has haunted vendors for generations; it simply doesn’t make sense why channel partners continue to ignore extremely , es
5 Characteristics that Make a Channel Sales Representative Great
Characteristics of a Successful Channel Sales Representative In such a competitive landscape, a manufacturer’s reliance on channel sales representative and managers serve an imperative purpose. So which traits matter most? Persistence and a persuasive mentality are key, as is client intuition
Channel POS Data Delivers Insight into Your Distribution Channels
Enhance your Channel by Employing a Robust Channel POS Data Management System The customer is the most vital aspect of any business. Without customer knowledge, management can only guess how to sell a product. Channel POS Data obtained from reporting partners contain crucial and fundamental
How to Develop a Channel Sales Program that is Built to Last
How to Build an Effective and Profitable Channel Sales Program As channel vendors head into 2017 with optimism and a pristine outlook, it’s without question there are inescapable challenges which lie ahead. Uncertainty about the future is of top concern, as is monitoring [incentive] channel sales p
Design a Partner Deal Registration Program your Competitors Hate
A structured and Well-Organized Partner Deal Registration Program Can Offer Numerous Benefits for Manufacturers Preventing channel conflict—frequently considered to be the most challenging obstacle facing manufacturers today—can be eliminated through a robust partner deal registration program. p
Helping Lower-Tier Partners in your Distribution Channel
4 Strategies to Help Lower-Tier Partners in your Distribution Channel Look Like Rock Stars Like all manufacturers selling thru the indirect sales channel, you have an uneven distribution of top, middle and lower-tier partners. This is simply the reality of a competitive capitalistic ecosystem: some
3 Helpful Tips that Will Improve your Channel Sales-Forecasting
What strategies and implementations need to take place when creating a more effective channel sales-forecasting process? Accuracy into channel sales-forecasting continues to be a cornerstone problem for companies participating in the indirect . Next to evaluating the effectiveness (i.e., return on
How Do Manufacturers in the Supply Chain Increase their Value?
3 Methods Used by the Supply Sales Managers to Drive Value in the Channel On the surface, measuring a value in the supply chain appears black and white: a quantifiable and objective piece of data that defines a company’s status. But the process in which a company acquires its value is anything but s
How to Increase Channel ROI with Channel Incentive Programs
Are your Channel Incentive Programs Producing any ROI or Increasing Partner Commitment? The amount of dollars spent on channel discounts and incentives this year is expected to reach a borderline ludicrous sum of money (approximately $70B). This jaw-dropping number is made credible due mainly b
Spiff Programs: How to Encourage Channel Partner Participation
How to Enthuse Channel Partner Participation in Spiff Programs Since the mid-19th century, Spiff programs (Special Payment Incentive for Fast Sales) have been a staple in corporate engagement—widely regarded as the most popular and effective form of incentives that are used in modern b
Deal Registration Programs – 5 Reasons your Programs Fail
Time to Start Efficient and Lucrative Deal Registration Programs The best deal registration programs are built to flourish; a limited or objectively deployed channel encouragement assures catastrophe. Deal registration programs are arguably the most in channel partner marketing. Why, you
5 Valuable Deal Registration Benefits for Vendors and their Partners
5 Reasons for Implementing a Deal Registration Program into a Vendor's Channel Infrastructure A properly implemented deal registration benefits both the vendor and their partners In the modern , where competition and competitive positioning is fiercer than ever, the mutual success of vendor and
How to Build an Effective Channel Sale Strategy [Infographic]
Creating a Channel Sale Strategy for Success Successful channel sales executives build their careers on the ability to repeatedly achieve or exceed their target revenue goals each year. More Often than not, what defines these executives from others is their ability to build an effective channel
Batter Up! Help Increase Channel Partner Sales Performance
Help Channel Partners Increase Sales - Curve Opportunities into Deals Your channel partners look for quality information and tools to sell your products. With dedicated support, regular communication and training - coupled with innovative channel sales management solutions - manu
How to Improve Sales Funnel Visibility for Increased Productivity
The Mystery of Channel Incentive Program and How to Solve it Assessing channel partner performance can be agonizingly wasteful. In order to improve sales funnel visibility, managing BB rapport requires not only transparent communication but also a considerable amount of patience and empathy
5 Key Characteristics of a Successful Deal Registration Program
Learn Why Automating Your Deal Registration Program Is Imperative to Your Success Capitalizing on leads is a laborious process. For distributors, it’s the bread and butter of what keeps their business afloat—and without a successful deal registration program in place, companies endure the daunting
Increase Sales with Automated Deal Registration Program
6 Features of an Automated Deal Registration Program Capitalizing on leads is a core component of a successful B2B campaign, and deploying an automated deal registration program is one of the best ways to achieve such opportunities. By implementing deal registration into your , you not only
Best Practices to Adopt to Improve Deal Registration Dynamic
Companies need to create or improve deal registration programs that send the right message Deal registration programs are extremely attractive to distributors. But without a robust, user-friendly and customizable program-process in place, deal registration loses its to distributors. So, it is u
Using Deal Registration In Your Channel Marketing Strategy
Deal Registrations can Provide you the Insight you Need for Creating a Solid Channel Marketing Strategy The two seem to be very separate entities with completely different goals: channel marketing teams want to focus on sell-through while deal registrations are primarily used for sell-in. So how
Channel Challenges Discussion with Channel Expert Jan De Bondt
Challenges Partners Face When Doing Business with their Vendors Jan De Bondt is a partner at Devenyn & Partners, a European-based management consultancy firm. During this Channel Expert Q&A session, De Bondt identifies certain channel challenges taking place in modern distribution
Discussing Automated Channel POS System with Sheila O’Neil
Automated Channel POS System Provides Real-Time, On-Demand Information from your Channel Partners Sheila O’Neil is the President and Founder of SM O’Neil Consultants. In this Channel Expert Q&A, O’Neil offers her expertise in Automated Channel POS System and its influence on profitable distr
Overcoming the Channel Conflict: Best Deal Registration Practices
Overcome the Channel Conflict Challenges Preventing and/or mediating channel conflict is one of the greatest challenges for manufacturers with multi-tier channel distribution strategies. In addition to energetic rivalries and competition among channel partners for their piece of the market pie,
Deal Registration Management Software on CMR’s PartnerPortal
Deal Registration Management Software Now Available on Computer Market Research's PartnerPortal San Diego, CA, April 8, 2014 - Computer Market Research (CMR), a developer of partner relationship management (PRM) software, announced that it has added Deal Registration Management Software to its
Channel Sales Data Integration with Salesforce.com CRM
Incorporating Real-Time Channel Sales Data into Native Salesforce Applications As an organization expands its business channels, it becomes increasingly important that its customer relationship management data is in a unified and easily accessible place. With organized , sales reps don't have to
CMR Launches Channel Sales Management App on Saleforce.com
Computer Market Research Expands its Channel Sales Management Services to Include Applications in Salesforce Computer Market Research, Ltd. (CMR™), the global leader in channel management, announced today that they have launched a channel sales management App, CMR SalesSource™, on the Sal
Special Pricing Authorization Solution Available from CMR
Computer Market Research's Special Pricing Authorization Solution Is Now Accessible As a Web-Hosted Service April 27, 2007 - Published on CRMMarketplace.com. CMR, one of the industry leader in Trade Promotion Management, POS and Inventory Solutions for manufacturers, distributors and their Sales C
Computer Market Research’s Automated Special Pricing Requests
Computer Market Research Introduces a New Web-Based Application April 25, 2007, by Jessica Davis - Published on ChannelInsider.com. Looking to streamline manufacturer processing of automated special pricing requests that come in from VARs and resellers, CMR has rolled out a new Web-based tool,
Special Pricing Application by Computer Market Research
Special Pricing Application is Computer Market Research's Newest Web-Based Channel Data Management Application San Diego, California - April 24, 2007 - Computer Market Research, Ltd. (CMR™), the industry leader in Trade Promotion Management, POS and Inventory Reporting Solutions for manufacturers, d
Sarbanes-Oxley Act- CMR’s Solves Inaccurate Reporting
The Revolutionary Sarbanes-Oxley Act of 2002 (SarbOx) The Sarbanes-Oxley Act was passed as a consequence of the scandals found in the untruthful quarterly and annual reports of certain public companies. Among other unethical business practices, investors and government officials were deliberately