Channel sales articles cover sales topics that assist you in galvanizing partner objectives. We discuss topics that demonstrate best practices and tactics for your indirect sales funnel that help enhance productivity, transparency, loyalty, longevity, and success with your channel.
Enhances Production, Accuracy, Determination, Longevity, and Success of your Business and Channel Partnerships.
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 to engage. Some benefits of utilizing channel sales data analytics are: A better understanding…Continue Reading
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 channel partners] to facilitate critical business decisions, reward partners and…Continue Reading
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 opt for a Software-as-a-service (SaaS) cloud-computing provider versus developing an internal, on-premise hosting center is a major challenge;…Continue Reading
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., manufacturers using channel POS data to eliminate distributors from…Continue Reading
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 opportunity to demonstrate your unique value as a business partner. However, given the…Continue Reading
The following tools and suggestions are designed to help you walk into work feeling less stressed, organized and more productive than ever before.
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 as essential towards margin growth and bottom line sustainability. As…Continue Reading
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. In the past, channel partners were the ones that had to fight for manufacturers’ attention; nowadays,…Continue Reading
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 provider possesses different objectives, value propositions, services, markets, attributes, needs, etc.…Continue Reading
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 , especially when the incentive is easily attainable. So, what are…Continue Reading
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 and the instantaneous ability to shift strategies. Ultimately, there are countless (in)tangibles needed to…Continue Reading
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 information regarding transactions, returns, and purchases. By enabling reporting partners…Continue Reading
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 program performance and identifying areas where costs can be…Continue Reading
