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
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. Rather, they look for companies that engage
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
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
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
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
Channel Partner Recruitment Using Channel Incentive Programs
Creating Sales and Marketing Programs for Channel Partner Recruitment. In the past, channel partner recruitment, attracting solution providers, VARs, distributors, resellers, etc., to join your partner program was easy. When it came to incentives, businesses competing in indirect sales didn’t
Ten Ways to Improve your Channel Partner Management Strategy
10 most Influential Components in Building an Indirect Sales Network that’s Produced to Last. Selling your product through indirect channels mandates synergy. Without a solid channel partner management strategy, mutual understanding between channel partners and in-house personnel, opportunities
Channel Partner Loyalty: 3 Tips for Building Loyalty
3 Tips on How Vendors Can Make their Investment in Partners Well Spent. Channel partner loyalty programs and sales remain a cornerstone component to the success (or failure) of channel vendors. From independent agents to value-added resellers, from distributions to system integrators—channel
Four Approaches to Managing Channel Partner Programs
4 Channel Partner Program Managing Approaches for Vendors. Thanks to ever-evolving technologies, vendors and partners share a much different relationship than in year’s past. The days of vendors administrating and managing each piece of the channel partner program have long past. Vendors no longer
3 Superstar Channel Partner Manager Qualities for Success
Channel Partner Manager Qualities. The topsy-turvy responsibility of a channel partner manager is one ingrained with trails, tribulations, and triumphs. The combination of today’s ever-increasing competitive marketplace and consistent modifications in consumer demand, coupled with the growing need
Partner Onboarding: How to Set the Stage for a Successful Rapport
Guide to Finding Channel Partners that Will Fuel your Business’s Growth. To a vendor, the partner onboarding question is the bread and butter to a productive and healthy channel network. Vendors strive to create an indirect sale funnel that is tried and tested to produce results, infiltrate diverse
Defining and Understanding Vendors Revenue Generation Model
Who Presents Vendors with the most Lucrative Opportunity: Customers or Channel Partners? In channel terminology, making the distinction between customers and partners may seem like a rhetorical, irrelevant comparison. But, in fact, there is an objective difference in defining a vendor's revenue
6 Qualities of Effective Channel Partner Account Manager
6 Qualities Successful Channel Partner Account Manager Must Possess. I don’t know about you, but juggling is not easy. Not only does it require a keen sense of cognitive coordination, but also a calm, patient mentality in order to master. Additionally, juggling mandates the ability to predict
Top 3 Channel Partner Recruitment Strategies
3 Helpful Tips that Will Entice the Interest of Channel Partners. The decision to acquire new channel partners is a meticulous, slow-burning process. It requires the mechanics of your business to be flowing in a cohesive channel partner recruitment strategies. From the executives to the interns,
Best Practices for Channel Partner Enablement
How to Establish a Flawless Channel Partnership. With Saas (Software as a Service) providers and Cloud-based solutions continuing to emerge in today’s marketplace, business-to-business (B2B) corporations now have palpable insight into channel partner enablement procedures. Now, more than ever,
7 Elements of a Successful Channel Partnership
7 Ways Manufacturers Can Inspire Distributors and Resellers. Motivating others to do something is not easy. Just ask any high school teacher or gym trainer. People, for better or worse, will do what they want, when they want. It takes a certain type of message, presented in a certain type of
Partner Onboarding Process Discussion with Channel Experts
How to Improve the Partner Onboarding Process. Ken Thoreson and Keith Lubner team up again to provide expert advice on activities taking place in the channel. This week's topic, partner onboarding process. Computer Market Research (CMR): What is ? What implications does it have on long and
Channel Obstacles – Generational Gaps Q&A with Channel Experts
Can Channel Obstacles such as Generational Gaps Be Bridged for Good? In this Channel Expert Q&A, Ken Thoreson and Keith Lubner team up to offer their knowledge on generational gaps that cause channel obstacles. Computer Market Research (CMR): What are some of the generational gaps that
How Manufacturers Can Develop a Tactical Channel Partnership
By making your products easy to market with pre-made marketing materials, your partners are more likely to continue the channel partnership. Having worked 30 years in the industry, the prevailing grievance we hear from channel managers relates to their tactical channel partnership. Most want more