A supply chain is just like any other chain. Kinks can screw it up for everybody, so you want your supply chain to be as resilient as possible. A global pandemic, inclement weather, you name it – just about anything can disrupt your chain and throw your whole system into disarray. And a system in
Guidelines to Build or Reboot Your Reseller Partner Program
There are undeniable benefits to channel partnership. Brand recognition, more revenue, and increased ROI are just a few. Understand that building any channel partner program takes work. But you are in luck because we have outlined steps to help you along in creating your reseller partner
B2B Value Proposition: The Importance and How to Create One
As a vendor, your brain is constantly computing ways for your business to stand apart from your competitors. Competition is stiff out there in the B2B world, and you must make your business – and yourself – desirable to any potential channel partners. You can start by creating a bomb.com value
Important Components of a Channel Management System
According to the World Trade Organization, a whopping 75% of global trade is conducted through indirect channels. So, if you’re conducting business through a channel system, you’ve already got a spot among the popular crowd. However, with the constant changes in the economy and in how businesses
How to Measure Your Partner Program KPIs
We're here to give you the rundown on the best ways to measure your partner program's KPIs. Key performance indicators, or KPIs, are used by many businesses’ that sell thru the channel to measure the performance of their channel partners. It’s rather simple: You set a goal. You put tactics in
How to Formulate a Channel Strategy to Increase Efficiency
What is a Channel Strategy? A channel strategy is a must-have in the B2B world. Think of a channel as a chain, with the vendor or manufacturer on top, followed by “links” that represent the various partner companies needed to get products or services in front of customers. These links, or channels,
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
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
Tools for Furthering your B2B Sales and Marketing Alignment
The Importance of B2B Sales and Marketing Alignment. Today, more than ever, the success and productivity of an organization are correlated to the alignment of their sales and marketing departments and team members. In fact, according to Act-On's 2017 B2B sales and marketing alignment report, 56%
Key Technologies that Help Drive Tech Distribution Growth
Revenue Growth for Tech Vendors Selling Product Through Tech Distribution. The vast and rapid growth in technology innovation has transformed the way tech vendors and tech distribution conduct business. After surveying 50+ technology channel executives, the 2018 Global Technology Distribution
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 through the indirect sales channel, you most likely have an uneven distribution of top, middle, and lower-tier partners. This is simply the reality of a competitive
Channel Management – How to Transition into this Role
5 Helpful Tips that will Guide you towards Taking Over the Role of Channel Management. Welcome to channel management. Remember the first day of college? Terrifying…right? An overwhelming cocktail of emotions theoretically smacking you square in the jaw. Optimism, fear, awkwardness,
5 Qualities Every B2B Chief Marketing Officer Should Possess
What Makes a CMO a Catalyst for Inspiration? To be a great B2B chief marketing officer (CMO) you have to be…well, a lot of things: Intuitive, emphatic, great work-ethic, technically sound, designed-focused, an astute businessperson, a motivator, a creator, a listener, adventurous, and a catalog of
Cutting-Edge Channel Management Services to Implement Today
Today’s business infrastructure is in the midst of an identity crisis. Confusion regarding the Digital Age and its ever-evolving development has coerced executives to reassess their channel management services. Consumers have become reliant on social media as a purchase decision-making-tool. At
Distributor Claim Management Process with Bob Meinhard
A Closer Look at Distributor Claim Management Process With Bob Meinhard. Computer Market Research (CMR) sat down with former Cisco Global Sales Operations Manager, current expert channel sales financial consultant and coach, Bob Meinhard, for a quick Q & A discussion regarding the current
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