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, wi
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 m
Creating Successful Channel Partner Sales and Marketing Programs
Discover the most Important Pieces to Creating a Profitable Channel Sales and Marketing Programs. Utilizing channel partnerships effectively depends on the proper execution of a variety of components. The most important component is your channel partner sales and marketing programs. But, arguably
Channel POS Data Management System – A Powerful Sales Tool
A Channel POS Data Management System that Helps you Target Specific Customers. In-depth knowledge of customers and point-of-sale activity are critical aspects of any successful marketing and sales strategy. Having an accurate, up-to-date snapshot of the customer base is especially vital to
Channel Sales Checklist Discussion with Channel Expert Dede Haas
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
Improve Channel Sales by Unlocking the Benefits of your Data
The Importance of Analyzing Sales Data to Improve Channel Sale. The integration of data into a B2B's channel sales and marketing have provided many companies with . Many companies utilize their data from both sales and marketing to improve their channel sales. Some benefits of utilizing data for
How to Evaluate your Sales Opportunity Management Process
How to Evaluate the Effectiveness and 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 interest in
How to Prompt your Distributors to Submit POS Information
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 to facilitate critical business
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
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
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 the past, channel partners were the ones that had to fight for manufacturers’ attention; nowadays, it’s very much the opposite: manufacturers have to prove t
7 Components of a Successful Channel Marketing Program
7 Steps that Bring Clarity to Channel Marketing Programs. Why do partners continue to opt-out of 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
5 Characteristics that Make a Channel Sales Representative Great
Characteristics of a Successful Channel Sales Representative. In such a competitive landscape, channel sales representative and managers serve an imperative purpose. So which traits in a channel sales representative matter most? Persistence and a persuasive mentality are key, as are client
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
Developing a Channel Sales Program that is Built to Last
How to Build an Effective and Profitable Channel Sales Program. As channel vendors head into a new year, 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] ch
Channel Sales Forecasting: 3 Helpful Tips for Improving this Process
Strategies for Creating a More Effective Channel Sales Forecasting Process. Accuracy of channel sales forecasting continues to be a cornerstone problem for companies participating in the indirect sales funnel. Next to evaluating the effectiveness (i.e., return on investment) of channel incentive
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 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
SPIFF Programs: How to Encourage Channel Partner Participation
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 business. Unlike other incentive programs that can be on the confusing s
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
Channel Sales Strategy: How to Develop an Effective Sales Tactic
Creating an Effective Channel Sales 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
Increase Channel Sales and Improve Partner Performance
Strategies for Helping Channel Partners Increase Sales. 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 - manufacturers have the ability to o
Automated Deal Registration Software Features and Benefits
Increase Sales by Using an Automated Deal Registration Software. Capitalizing on leads is a core component of a successful B2B campaign. Using an automated deal registration software is one of the best ways to achieve such opportunities. By implementing deal registration into your , you not only
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
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 Systems and their influence on creating profi
Best Deal Registration Practices for Overcoming Channel Conflict
Deal registration programs are extremely attractive to distributors. But, without a robust, user-friendly and customizable program or process in place, deal registration loses its to distributors. So, it is understandable for manufacturers to constantly seek the best deal registration practices.
Sarbanes-Oxley Act – CMR Solves Inaccurate Reporting
The Revolutionary Sarbanes-Oxley Act of 2002 (SarbOx). The Sarbanes-Oxley Act has come to pass 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