CMR White Papers & Ebooks
Welcome to our White Paper Library Designed Exclusively for you!
Browse through our extensive collection of ebooks and white-papers in a variety of channel management disciplines that you can access from anywhere at any time.
Also, Don’t forget to check out our blog, The Channelist, for more informative channel management related articles
- Channel Data Management
- Channel Partner Management
- Channel Sales Management
- Channel Marketing Management
What are the Risks Associated with Using Outdated Business Management Applications
This white paper uncovers the downside of using outdated business management applications and shares the benefits associated with using SaaS-based solutions for automating your operations and maximizing efficiency.
The Surprising And Unfortunate Truth About Spreadsheets
Companies needing to stay competitive in today’s market need to get better at using innovation management tools. Case in point, spreadsheets fall way too short to be relied on for timely, actionable insights. It’s time to discover a better approach to data management.
How to Make your Partner Portal Software Attractive to Channel Partners
This white paper will highlight a few key elements and capabilities your partner portal software should offer in order to cater to your existing partners or attract new value-added resellers (VAR).
Saas vs On-Premise - Which Path is Right for your Sales Channel?
In this white-paper, we’ll explain the pros and cons of Saas vs on-premise solutions. After reading this paper, you should have a better sense of which option works best for your specific situation.
Why the Semiconductor Industry Has Reason to be Happy
Take a look at this visually informative white paper to discover the 5 contributing factors to the revenue mishandling in the semiconductor industry.
Key Technologies that Will Help Drive Tech Distribution Growth
Download this whitepaper to discover the areas in which tech distributors and ultimately tech vendors are expecting growth. Discover their dynamic ways of staying ahead of changes in technology and the channel.
4 Things Your Channel Partners Look for in a CDM System
Channel solutions continue to develop in sophistication. Find out how channel partners will inevitably become more stringent on how your CDM software alleviates their pain points. Also, why the value proposition of your CRM and PRM system is crucial to partnership existence.
3 Important Components of CDMs that Will Help your Business
Take a quick look inside this simple and informative eBook for a broad outline of the significance of storing channel data. Find out how this information contributes to the growth of your business.
How to Achieve your Business Objectives with a Data-Driven Partner Portal
In this white paper, we take a look at how a data-driven partner portal can assist you in achieving objectives that are related to business effectiveness.
3 Reasons Automated CDM is Important to Your Bottom Line
Inaccurate, incomplete and over-due data deter a team’s productivity. In this white-paper, we take a look at 3 of the most basic, but important areas in which an automated CDM solution helps improve ROI…
SaaS vs. On-Premise Deployment: To Build, or Not to Build.
In this white paper, we explain the pros and cons of SaaS vs. on-premise deployment. Find out which option works best for you. Use this white paper as an informative detailed guide to help you through the process of choosing between SaaS or on-premise services.
3 Things You Need to Know Before Employing a PRM Provider
Employing the right PRM provider requires thoughtful, comprehensive evaluation. To help point you in the right direction, we have created this white paper as a “what to ask” guide for when settling on a PRM provider decision.
How to Eradicate the Pain of Managing Channel Data
Is managing channel data driving you up the wall? Take a look at this white paper for an insider’s perspective on how to eradicate this conundrum in the indirect sales channel.
Challenges Partners Face when Doing Business with their Vendors
In this Channel Expert Q&A session, Jan De Bondt identifies certain channel challenges taking place in modern distribution channels.
5 Channel Management Practices on the Brink of Extinction
Old channel practices still exist today. Some vendors are deteriorating profitable channel partnerships and program ROI because of these practices. Download this white paper if you want to learn how to move away from practices not evolving with the times.
How to Build a Channel Partnership Distributors Will Love
Download this white paper to learn the 4 things manufacturers can do to inspire distributors and resellers to not only improve their performance but prioritize their business around yours.
How to Differentiate Customers from Channel Partners
If you’re not sure how to identify these two corporate groups, use this white paper as a helpful guide.
4 Ingredients every Successful Channel Partnership Should Have
In the b2b realm, it’s imperative that your message produces the response you envision. Take a look at this white paper to learn how to harness motivation.
How to Transition your Channel Partners into the Portal
Take a look through this white paper to get a comprehensive understanding of channel partners’ transitioning from the “ground” to the “cloud” and how you can help to make this transition smooth.
5 of the Most Challenging Obstacles in Channel Management
Channel management is a role that few master and many falter. This white paper looks at 5 important skills every channel manager needs to possess to overcome management obstacles.
Content in the Portal: How to Address the Partner Journey
Allow this white-paper to clearly identify and solve the top 4 reasons why manufacturers/vendors fail to deploy proper production of content for successful partner enablement.
How to Step Inside the Mind of Your Channel Partner
This fun and informative white paper will help give you the cognitive tools to better understand your channel partners and inspire motivation.
Design a Successful Transition for Partners During a Merging and Acquisition
A smooth transition requires C-level management to be prepared, organized, and up for any challenge. Take a look at this informative white-paper on how to implement a smooth merger and acquisition.
The 5 Stages of the Channel Partnership
This engaging eBook will use romance as a metaphor and relate it to the complicated, often frustrating, stages of a typical channel partnership.
What Makes a Channel Account Manager Valuable to their Partner Network
Computer Market Research (CMR) had the pleasure to sit down with Director of Channel Sales at Spectralink Corporation, Sheila O’Neil, for her take on channel strategy and what makes Channel Account Manager valuable to their partner network.
Partner Profiling Strategy in Recruitment Plan Formula
In this white paper we take a closer look at partner recruitment formula and how partner profiling strategy contributes to an organization’s revenue growth.
What Vendors Want and expect in their Channel Partners
Not every vendor can be a true partner. So, what are the key requirements to make a relationship a partnership? In this whitepaper, we examine vendor expectations and if, why, and how a partner should fulfill them.
Traits of a Vendor Who is Committed to their Channel Partners
Vetting vendors can be a difficult process. If you are in the search to establish, maintain, and grow a channel partnership, here are 7 characteristics of a good vendor you should take into consideration…
How Manufacturers Can Develop a Strategic Channel Partnership
A look at the benefits of strategic channel partnership and how vendors can devote time and resources to develop and nurture every one of their partners.
4 Solutions That Will Revitalize Your Channel Partnership Network
Encourage motivation, further innovation, and inspire collaboration. These components are what drives brand name recognition and revenue. Take a look at this practical white paper to learn about 4 of the most successful partner program managing approaches.
Channel Obstacles – Generational Gaps Q&A with Channel Experts
Here, at Computer Market Research, we’d the opportunity to interview channel experts Ken Thoreson and Keith Lubner on a very important, but often forgotten, channel obstacle: Generational Gaps.
6 Things Partners Hope for in a Channel Account Manager
Download this engaging white paper to acquire a more tangible perspective of the multifaceted position of a CAM.
Partner Onboarding: How to Set the Stage for a Successful Rapport
This eBook is intended to minimize the apprehension and frustration of newly appointed channel managers. Us this as a guide to becoming a leader in your industry.
How to Create Synergy with your own Channel Partners
Channel partners open the door to new business opportunities faster, at a lower cost. In this eBook will lay down the foundation of what creating synergy with channel partners looks like.
Channel Partner Scorecards – The Most Undervalued Asset in the Channel
This eBook will explore various (scorecarding) metrics channel-driven companies can use to cut through the fat of “partner embellishment” and get to the meat of partner-profitability potential.
The Channel Partner Break-Up When it’s Time to Call It Quits
Free your corporate conscious with this enlightening white paper, and realize when it’s time to break-up with a channel partner.
3 Reasons All Channel Partnerships Need Love to Last
Take a look at this free eBook for a unique and informative perspective on why a channel partnership needs love in order to become successful.
3 Potent Tips that will Improve Partnership Motivation
Download this informative eBook for an insider’s perspective on how to optimize your channel incentive programs for improved B2B rapports and make your channel partnership potently successful.
How to Recruit Profitable Channel Partners
This quick guide explains how you can ensure the right channel partners sell your offering—without deteriorating your team’s productivity and resources.
How to Optimize your Channel Through Trust-Based Relationships
In this whitepaper, our guest Dede Hass asks a number of channel executives, consultants, and partners for their thoughts on channel relationships, the time vendors should spend on getting to know their channel partners to help them build their business.
4 Reasons Forrest Gump and “The Channel” are Similar
4 unforgettable quotes from the movie “Forrest Gump” that introspectively align with the complexities, beauties, and hardships associated with channel partnerships.
How to Win Channel Partner Interest in Today’s Complex and Competitive Environment
Find out how vendors can win partner mind share in today’s complex and competitive environment. Discover the Importance of building a strong channel partner recruitment process.
3 Partner Relationship Management Challenges and Solutions
Discover the top challenges that come with managing multiple partnerships and uncover how implementing a partner management tool can bring organization to your channel management structure and ultimately strengthen your partnerships.
Advice on How to Improve your Partner Onboarding Process
In this white paper, channel experts, Ken Thoreson and Keith Lubner, provide advice on activities taking place in the channel, in particular, the Partner Onboarding process.
How to Optimize your Mind Share Strategy with Channel Partners
The level of mindshare you have with your partners and how well you’re able to maintain or increase it will be a major factor in the success of your partner initiatives. Take a look at this white paper for a closer look into improving the relationship you have with partners.
What are the 3 Superstar Qualities of a successful Channel Manager
Find out more about the interpersonal mindset and strategies superstar channel managers possess. Discover how these superstars initiate lucrative partnerships and propel productivity.
Why Manufacturers Are Today's New Solutions Provider
Find out why in order for manufacturers to be successful they need to accept the role of a solution provider.
Advice on How to Transition into the Role of a Channel Manager
This eBook is intended to minimize the apprehension and frustration of newly appointed channel managers, and help guide you into becoming a leader in your industry.
How to Rejuvenate a Struggling B2B Channel Partnership
Take a look thru this thought-provoking white paper and get a deeper understanding of how manufacturers and vendors must adjust their go-to-market strategy with channel partners.
How to Make Lower-Tier Channel Partners Look Like Rock Stars
What can you do to make your partner base stronger, and revise low-performing customers into channel rock stars!? Read this white-paper to find out about the 4 strategies to utilize for helping lower-tier channel partners.
3 Helpful Tips that will Entice the interest of Channel Partners
Allow this eBook to alleviate the pain of partner rejection by offering you 3 imperative concepts for enticing b2b interest—and thus—begin a fruitful, long-term partnership.
Guide to Establishing a Flawless Channel Partnership
Take a quick look inside this white-paper to learn about the 4 fundamental keys to partner motivation and partner enablement success.
Tools to help you Optimize your Channel Management Strategy
Every channel driven vendor has rainmaker partners. You’ve probably noticed shared characteristics among these top performers. Find out how to translate these observations to recruit and maintain your strongest assets.
The Future of the IT Channel Partners in the Cloud
In this white paper, we take a look at opportunities in the cloud for IT partners. Find out what IT channel partners need to do to reshape their value propositions.
Best Practices for Setting Goals for Channel Partners
Download this whitepaper to discover the top three most complained issues channel partners have with their manufacturers as well as, how studying your channel partners can help you learn, grow, and expand as well as assist you in setting goals for channel partners.
How to Face 5 of the Most Challenging Obstacles in Channel Management
Take a closer look inside the world of a channel manager. Discover the 5 biggest obstacles that stand in their path and 5 solutions to overcome these obstacles.
Reasons Channel Partners Cancel their Partnership
Have you invested substantial time and resource into building a channel partner program and have minimal sales to show for it? Does working with the channel seem like a lot of work for very little return? If you answer “yes” to any of these questions, then you will find this whitepaper worth reading.
Best Strategies for Different Stages of the Channel Sales Process
In this white paper, you will learn the seven stages of the sales process and how implementing a strategy will set your sales team – and your partners – up for success.
How to Implement Global Channel Sales Program
This white paper offers insight into the most important factors to consider when expanding your channel sales into an international market.
9 Strategies that will Encourage your Distributors to Submit POS Data
POS data is one of the most concrete statements on how focused your partners are on selling your products and where they see the best sales opportunities in the marketplace. Download this white paper to learn the ways for encouraging distributors to submit channel POS data.
How to Help your Channel Partners Sell Dead Inventory
In this white paper, you will learn 4 approaches to helping channel partners liquidate their inventory and become ‘dead inventory’ experts, and redefine their go-to-market strategy.
Your Guide to Building an Effective Channel Sale Strategy
The infographic in this white paper demonstrates a step-by-step process on how to create a channel sales strategy designed for success.
How Vendors Can Improve their Ship and Debit Process for Good
Learn how to eliminate rebate overpayments, reduce administrative costs associated with validating claims, and improve turnaround time on reimbursement cycles.
3 Methods Used by Supply Experts to Drive Value in the Channel
Delve into this introspective viewpoint of creating value and redefine your business model with this informative, visually alluring eBook.
How to Sleep Peacefully When Managing Channel Inventory
No one said managing channel inventory was easy. Take a look through this informative eBook for a broad outline of the do’s and don’ts of managing channel inventory.
9 Ways Channel Data Analytics Can Help Boost your ROI
For vendors who sell products through the channel, data analytics define just about all business decision makings. Find out how channel data analytics solutions can help improve sales performance and ROI.
Best Practices for Collecting Sales Data from Channel Partners
POS records obtained from reporting partners contain crucial information that’s why we created this white paper to help you collect, clean, standardize, and process your sales reports for true channel visibility.
Partner Scorecards-How to Classify Partner Investment Prioritization
Special Pricing Agreements – A Path for Moving Forward
The purpose of this eBook is to briefly describe the fundamental economic factors that drive the prevalence and use of SPAs in the distribution and to identify pain points while providing industry best practices on proper SPA execution.
Channel Sales Checklist Discussion with Channel Expert Dede Haas
Recently, Computer Market Research (CMR) had an opportunity to discuss the 13-point Channel Sales Checklist Dede Haas has formulated for aiding organizations in discovering if taking the channel sale route is suitable for their business model.
Best Channel Sales Plan to Practice During a Pandemic
This white paper offers strategies and best practices for your sales channel team to adapt to changes that have come with operating during a pandemic
How to Create an Effective Sales Rewards Program
This whitepaper will give you top recommendations, from generating enthusiasm and buy-in from your team to finding the perfect reward to motivate success.
Why Vendors Are Overpaying Channel Partners by 20%
Vendors face major challenges: Overpaying their channel partners on incentive programs and pricing discounts. In this white-paper, we discuss why inadequate resources [for managing incentives] lead to overpaying partners and how to resolve this issue.
Automated Claim Management - A Platform Built for Change
This white paper provides vendors with a comprehensive understanding of diverse channel sales incentive programs and the imperative purpose they serve in their channel partnerships.
SPIFF Sales: How to Enthuse Channel Partner Spiff Participation
Download this helpful and valuable whitepaper to find out how you can increase channel partner engagement in your spiff sales program.
How to Determine the Right Pricing Structure for your Business
If you’re a startup or revisiting your pricing strategy, this white paper will provide you with some suggestions to help get the right pricing structure for your business.
Opportunities to Deals: How to Improve Channel Partners’ Conversion
Take a look at this white paper from a bird’s eye view on how to nurture and help your channel partners convert an opportunity into a deal.
3 Helpful Tips that Will Improve your Channel Sales Forecasting
To help vendors better outline their approach, this white paper provides an insider’s perspective on creating a comprehensive channel-sales forecasting schedule.
How should you Approach the 5 Personalities of B2B Sales
Learn how to help partners increase their odds of sales productivity. Allow this eBook to become the guideline for helping partners increase their odds of sales productivity and all your partners’ deal closing endeavors.
Tools for Furthering your B2B Sales and Marketing Alignment
Marketing and sales don’t always work hand in hand. This whitepaper takes a look at the benefits, challenges, strategies, and tools needed to make sales and marketing alignment possible.
How to Evaluate your Sales Opportunity Management Process
The benefits of sales opportunity, guidelines for performing a sales opportunity management evaluation, how to conduct an effective evaluation of your program, and creating a logic model following outcome.
Valuable Channel Sales Data for your Business's Success
When analyzed properly channel sales data can provide information for measuring and improving all operations within a company. This white paper demonstrates how analyzing your sales data can benefit different programs in your organization.
Importance of Having a Strong Partner Management Software During COVID-19
This white paper highlights aspects to consider when overhauling your partner management system to maximize your enterprise during a pandemic.
Best Practices for Deal Registration in the Channel
Discover the practices that allow you to more effectively manage your channel pipeline, improve your sales forecasting, and motivate channel loyalty.
5 key Characteristics of a Successful Deal Registration Program
Learn how to properly implement and apply a fruitful deal registration program into your channel infrastructure and find out why automating your deal registration program into your channel infrastructure is imperative to your business’s future success.
3 Ways to Build a Sales Channel if you Have no Customers Revenue or Resources
In this whitepaper, Dede Haas, founder of DLH Services, discusses the best plans and approaches for startups or SMBs with Mike Dombo, President of the Kensington Sales Group.
7 Things You Need to Include in Your Sales and Marketing Program
By following these 7 steps, you’ll be well on your way to creating a program that brings clarity to a subject that is usually confusing and obscure.
Deal Registration Best Practices 5 Reasons Why You Fail
Ever wonder why your deal registration program isn’t producing the results you think it should. The answer to your problem may be a lot simpler than you think.
Channel Expert Q & A- Bob Meinhard on Ship and Debit
This insightful Q&A will shed light on a seldom debated topic that is sure to change the way you think about traditional claim processes.
Deal Registration: 5 Reasons you Need to Implement this Incentive Program
This whitepaper illustrates the 5 reasons and benefits for applying a well-designed deal registration incentive program into a vendor’s channel infrastructure.
The Mystery of Channel Incentive Programs and How to Solve Them
Managing channel incentive programs are not easy. This white paper will provide you with information on how to improve sales funnel visibility for increased productivity while establishing a productive b2b rapports.
Integrating your Channel POS Data with Salesforce CRM
This white paper provides best practices and actionable information for channel management executives and administrators who have identified a need to integral-time time sales data with native Salesforce applications.
Guideline for Creating and Executing a Successful SPIF Program
Download this whitepaper to learn how to maximize sales results and provide incentives for your channel partners and gain access to our SPIF guideline.
How to Design a Deal Registration Program your Competitors Hate
A structured and well-organized “Deal Registration Program” can offer numerous benefits for manufacturers. Use this informative white paper to learn how to properly design a fruitful deal registration program into your channel infrastructure.
How to Create a Performance-Based MDF Program for Channel Partners
Do you have a performance-based MDF program? Discover the power of a performance-based MDF program. Learn about the full portfolio of options to build a performance demand generation strategy for meeting (and exceeding) your growth goals.
How to put the spark back into your channel incentive program
There are a few common themes that contribute to an incentive missing the mark. What can vendors do to ensure their channel incentive programs are successful? Download this white paper to find out the answer.
Best Practices for Managing Co-op/MDF from Your Vendors
Successfully managing Co-op/MDF money from multiple vendors is not easy. So, we created this whitepaper to help you get the most from your vendors’ Co-op/MDF programs.
411 on Channel Partner Marketing: Now is the Time to Start a Blog
Download this eBook for a deep understanding of why creating a blog for your business is one of the best decision you will ever make.
How to Maximize Opportunities with CO-OP MDF Incentives
This white paper offers a guide on how to walk, run, and fly with Co-op/MDF incentives and how to turn unused marketing dollars into business transforming assets.
Important Co-Op Deadlines for Channel Partners to Always Keep in Mind
This white paper provides valuable information on important deadlines vendors and partners need to be aware of in order to prevent Co-op funds from expiring.
Designing Robust Channel Incentive strategy
This eBook offers the basic infrastructure of what goes into designing an effective, sturdy channel incentive strategy for b2b channel partnership.
Strategies for a Lucrative Co-op/MDF Program
The reasons why your Co-op/MDF incentive dollars aren’t producing the results you want can be many and varied. In this white-paper, we deliver 6 key tips for constructing a Co-op/MDF incentive program that will result in a lucrative outcome for all parties.
How to Increase Return on Investment with Channel Incentive Programs
There are a few common themes that contribute to an incentive missing the mark. Find out what you can do to ensure your channel incentive programs are successful.
How to Structure your MDF Program in the Digital World
“lunch-and-learns,” used to be sporting events and trade shows were the keys to a channel partner’s marketing success. Today, that type of marketing approach just won’t cut it. Find out how you can help your channel partners become ‘digitally enabled’.
How to Make Digital Co-op Advertising Programs Work
After reading this whitepaper, you will be able to create a consistent national and local digital campaigns and help partners navigate in the complex world of digital advertising while maintaining a consistent message.
How to Get the Most Value Out Of Channel Incentive Programs
In this eBook, we explore the various reasons why vendors struggle to get channel partners involved in their promotion and offer solutions to solve this problem.
Co-Op/MDF: 3 Things that Will Stop the Waste of Incentives
Take a look at this whitepaper for simple approaches on how a vendor can coerce Co-op/MDF program to ensure a fruitful outcome.
5 Things You Need to Know Before Starting a CO-OP/MDF Program
Before yougive a green-light to your next Co-op/MDF incentive program, read this white paper on how you can implement these 5 principles for a successful outcome.
3 Helpful Tips on how to Optimize Your Marketing Strategy
Use this eBook to discover 3 helpful strategies that will improve your cloud-based marketing in the competitive landscape of the cloud computing industry.
What Makes a CMO a Catalyst for Inspiration
Use this short yet comprehensive eBook as an outline for 5 qualities every b2b chief marketing officer should have in order to be successful.
4 Reasons to Invest in a Web-Based Co-op/MDF Program
This white paper shows how a best-of-breed Co-op/MDF solution provides the highest level of automation to give channel managers greater flexibility and visibility into their own channel programs.
Digital Co-op Marketing Funds for Local Partners
Download this free white paper to find out the importance of a community-focused marketing program and how to generate and implement digital Co-op marketing funds into your local marketing programs.
How to Set Up your Market Development Funds Correctly
To help point you in the right direction, we’ve created this eBook as a “what to ask” guide for when settling on a PRM provider decision. Is your MDF program delivering the ROI you expect? In this white paper, we discuss ways to set up your MDF program for success.
How to Deal with Unused Channel Marketing Funds Dilemma
In this white paper, we take a closer look at the reasons for the negative perception of ROI-generating marketing initiatives and what can manufacturers do to get the most from their Co-op/MDF programs.
5 Steps that Will Surely Rescue you from-Co-op/MDF Failure
Take a look at this colorfully constructive eBook and learn 5 ways you can save your Co-op/MDF incentive program from drowning in the channel marketplace abyss.
Partner Enablement: 5 helpful Tips that will Boost your Blog
Take a look at this valuable eBook for simple strategies on how to design an effective blog for improved partner enablement process.
Inbound in the Channel 3 Ways to Help Channel Partners Make Money
Take a look at this white paper to read about how to become the marketing hero your channel partners need and how to help your channel partners become marketing gurus.
Best Practices to Optimize your Co-op/MDF for the Greatest Return on your Investment
For vendors in the state of re-evaluating Co-op/MDF program, it is important to consider whether the Co-op/MDF path is the right solution for their business.
MDF Programs Q & A with Patricia Rush
In this Channel Expert Q&A, CMR reached out to Patricia Rush, Channel Consultant and President of RushToChannel. The interview focuses on MDF programs.
The Benefits of Synchronized Marketing Automation
Learn how synchronized channel marketing can help both vendors and their channel partners by improving their marketing efforts towards lead generation, lead nurturing, and customer retention process.
- Channel Data Management
-
What are the Risks Associated with Using Outdated Business Management Applications
This white paper uncovers the downside of using outdated business management applications and shares the benefits associated with using SaaS-based solutions for automating your operations and maximizing efficiency.
The Surprising And Unfortunate Truth About Spreadsheets
Companies needing to stay competitive in today’s market need to get better at using innovation management tools. Case in point, spreadsheets fall way too short to be relied on for timely, actionable insights. It’s time to discover a better approach to data management.
How to Make your Partner Portal Software Attractive to Channel Partners
This white paper will highlight a few key elements and capabilities your partner portal software should offer in order to cater to your existing partners or attract new value-added resellers (VAR).
Saas vs On-Premise - Which Path is Right for your Sales Channel?
In this white-paper, we’ll explain the pros and cons of Saas vs on-premise solutions. After reading this paper, you should have a better sense of which option works best for your specific situation.
Why the Semiconductor Industry Has Reason to be Happy
Take a look at this visually informative white paper to discover the 5 contributing factors to the revenue mishandling in the semiconductor industry.
Key Technologies that Will Help Drive Tech Distribution Growth
Download this whitepaper to discover the areas in which tech distributors and ultimately tech vendors are expecting growth. Discover their dynamic ways of staying ahead of changes in technology and the channel.
4 Things Your Channel Partners Look for in a CDM System
Channel solutions continue to develop in sophistication. Find out how channel partners will inevitably become more stringent on how your CDM software alleviates their pain points. Also, why the value proposition of your CRM and PRM system is crucial to partnership existence.
3 Important Components of CDMs that Will Help your Business
Take a quick look inside this simple and informative eBook for a broad outline of the significance of storing channel data. Find out how this information contributes to the growth of your business.
How to Achieve your Business Objectives with a Data-Driven Partner Portal
In this white paper, we take a look at how a data-driven partner portal can assist you in achieving objectives that are related to business effectiveness.
3 Reasons Automated CDM is Important to Your Bottom Line
Inaccurate, incomplete and over-due data deter a team’s productivity. In this white-paper, we take a look at 3 of the most basic, but important areas in which an automated CDM solution helps improve ROI…
SaaS vs. On-Premise Deployment: To Build, or Not to Build.
In this white paper, we explain the pros and cons of SaaS vs. on-premise deployment. Find out which option works best for you. Use this white paper as an informative detailed guide to help you through the process of choosing between SaaS or on-premise services.
3 Things You Need to Know Before Employing a PRM Provider
Employing the right PRM provider requires thoughtful, comprehensive evaluation. To help point you in the right direction, we have created this white paper as a “what to ask” guide for when settling on a PRM provider decision.
How to Eradicate the Pain of Managing Channel Data
Is managing channel data driving you up the wall? Take a look at this white paper for an insider’s perspective on how to eradicate this conundrum in the indirect sales channel.
- Channel Partner Management
-
Challenges Partners Face when Doing Business with their Vendors
In this Channel Expert Q&A session, Jan De Bondt identifies certain channel challenges taking place in modern distribution channels.
5 Channel Management Practices on the Brink of Extinction
Old channel practices still exist today. Some vendors are deteriorating profitable channel partnerships and program ROI because of these practices. Download this white paper if you want to learn how to move away from practices not evolving with the times.
How to Build a Channel Partnership Distributors Will Love
Download this white paper to learn the 4 things manufacturers can do to inspire distributors and resellers to not only improve their performance but prioritize their business around yours.
How to Differentiate Customers from Channel Partners
If you’re not sure how to identify these two corporate groups, use this white paper as a helpful guide.
4 Ingredients every Successful Channel Partnership Should Have
In the b2b realm, it’s imperative that your message produces the response you envision. Take a look at this white paper to learn how to harness motivation.
How to Transition your Channel Partners into the Portal
Take a look through this white paper to get a comprehensive understanding of channel partners’ transitioning from the “ground” to the “cloud” and how you can help to make this transition smooth.
5 of the Most Challenging Obstacles in Channel Management
Channel management is a role that few master and many falter. This white paper looks at 5 important skills every channel manager needs to possess to overcome management obstacles.
Content in the Portal: How to Address the Partner Journey
Allow this white-paper to clearly identify and solve the top 4 reasons why manufacturers/vendors fail to deploy proper production of content for successful partner enablement.
How to Step Inside the Mind of Your Channel Partner
This fun and informative white paper will help give you the cognitive tools to better understand your channel partners and inspire motivation.
Design a Successful Transition for Partners During a Merging and Acquisition
A smooth transition requires C-level management to be prepared, organized, and up for any challenge. Take a look at this informative white-paper on how to implement a smooth merger and acquisition.
The 5 Stages of the Channel Partnership
This engaging eBook will use romance as a metaphor and relate it to the complicated, often frustrating, stages of a typical channel partnership.
What Makes a Channel Account Manager Valuable to their Partner Network
Computer Market Research (CMR) had the pleasure to sit down with Director of Channel Sales at Spectralink Corporation, Sheila O’Neil, for her take on channel strategy and what makes Channel Account Manager valuable to their partner network.
Partner Profiling Strategy in Recruitment Plan Formula
In this white paper we take a closer look at partner recruitment formula and how partner profiling strategy contributes to an organization’s revenue growth.
What Vendors Want and expect in their Channel Partners
Not every vendor can be a true partner. So, what are the key requirements to make a relationship a partnership? In this whitepaper, we examine vendor expectations and if, why, and how a partner should fulfill them.
Traits of a Vendor Who is Committed to their Channel Partners
Vetting vendors can be a difficult process. If you are in the search to establish, maintain, and grow a channel partnership, here are 7 characteristics of a good vendor you should take into consideration…
How Manufacturers Can Develop a Strategic Channel Partnership
A look at the benefits of strategic channel partnership and how vendors can devote time and resources to develop and nurture every one of their partners.
4 Solutions That Will Revitalize Your Channel Partnership Network
Encourage motivation, further innovation, and inspire collaboration. These components are what drives brand name recognition and revenue. Take a look at this practical white paper to learn about 4 of the most successful partner program managing approaches.
Channel Obstacles – Generational Gaps Q&A with Channel Experts
Here, at Computer Market Research, we’d the opportunity to interview channel experts Ken Thoreson and Keith Lubner on a very important, but often forgotten, channel obstacle: Generational Gaps.
6 Things Partners Hope for in a Channel Account Manager
Download this engaging white paper to acquire a more tangible perspective of the multifaceted position of a CAM.
Partner Onboarding: How to Set the Stage for a Successful Rapport
This eBook is intended to minimize the apprehension and frustration of newly appointed channel managers. Us this as a guide to becoming a leader in your industry.
How to Create Synergy with your own Channel Partners
Channel partners open the door to new business opportunities faster, at a lower cost. In this eBook will lay down the foundation of what creating synergy with channel partners looks like.
Channel Partner Scorecards – The Most Undervalued Asset in the Channel
This eBook will explore various (scorecarding) metrics channel-driven companies can use to cut through the fat of “partner embellishment” and get to the meat of partner-profitability potential.
The Channel Partner Break-Up When it’s Time to Call It Quits
Free your corporate conscious with this enlightening white paper, and realize when it’s time to break-up with a channel partner.
3 Reasons All Channel Partnerships Need Love to Last
Take a look at this free eBook for a unique and informative perspective on why a channel partnership needs love in order to become successful.
3 Potent Tips that will Improve Partnership Motivation
Download this informative eBook for an insider’s perspective on how to optimize your channel incentive programs for improved B2B rapports and make your channel partnership potently successful.
How to Recruit Profitable Channel Partners
This quick guide explains how you can ensure the right channel partners sell your offering—without deteriorating your team’s productivity and resources.
How to Optimize your Channel Through Trust-Based Relationships
In this whitepaper, our guest Dede Hass asks a number of channel executives, consultants, and partners for their thoughts on channel relationships, the time vendors should spend on getting to know their channel partners to help them build their business.
4 Reasons Forrest Gump and “The Channel” are Similar
4 unforgettable quotes from the movie “Forrest Gump” that introspectively align with the complexities, beauties, and hardships associated with channel partnerships.
How to Win Channel Partner Interest in Today’s Complex and Competitive Environment
Find out how vendors can win partner mind share in today’s complex and competitive environment. Discover the Importance of building a strong channel partner recruitment process.
3 Partner Relationship Management Challenges and Solutions
Discover the top challenges that come with managing multiple partnerships and uncover how implementing a partner management tool can bring organization to your channel management structure and ultimately strengthen your partnerships.
Advice on How to Improve your Partner Onboarding Process
In this white paper, channel experts, Ken Thoreson and Keith Lubner, provide advice on activities taking place in the channel, in particular, the Partner Onboarding process.
How to Optimize your Mind Share Strategy with Channel Partners
The level of mindshare you have with your partners and how well you’re able to maintain or increase it will be a major factor in the success of your partner initiatives. Take a look at this white paper for a closer look into improving the relationship you have with partners.
What are the 3 Superstar Qualities of a successful Channel Manager
Find out more about the interpersonal mindset and strategies superstar channel managers possess. Discover how these superstars initiate lucrative partnerships and propel productivity.
Why Manufacturers Are Today's New Solutions Provider
Find out why in order for manufacturers to be successful they need to accept the role of a solution provider.
Advice on How to Transition into the Role of a Channel Manager
This eBook is intended to minimize the apprehension and frustration of newly appointed channel managers, and help guide you into becoming a leader in your industry.
How to Rejuvenate a Struggling B2B Channel Partnership
Take a look thru this thought-provoking white paper and get a deeper understanding of how manufacturers and vendors must adjust their go-to-market strategy with channel partners.
How to Make Lower-Tier Channel Partners Look Like Rock Stars
What can you do to make your partner base stronger, and revise low-performing customers into channel rock stars!? Read this white-paper to find out about the 4 strategies to utilize for helping lower-tier channel partners.
3 Helpful Tips that will Entice the interest of Channel Partners
Allow this eBook to alleviate the pain of partner rejection by offering you 3 imperative concepts for enticing b2b interest—and thus—begin a fruitful, long-term partnership.
Guide to Establishing a Flawless Channel Partnership
Take a quick look inside this white-paper to learn about the 4 fundamental keys to partner motivation and partner enablement success.
Tools to help you Optimize your Channel Management Strategy
Every channel driven vendor has rainmaker partners. You’ve probably noticed shared characteristics among these top performers. Find out how to translate these observations to recruit and maintain your strongest assets.
The Future of the IT Channel Partners in the Cloud
In this white paper, we take a look at opportunities in the cloud for IT partners. Find out what IT channel partners need to do to reshape their value propositions.
Best Practices for Setting Goals for Channel Partners
Download this whitepaper to discover the top three most complained issues channel partners have with their manufacturers as well as, how studying your channel partners can help you learn, grow, and expand as well as assist you in setting goals for channel partners.
How to Face 5 of the Most Challenging Obstacles in Channel Management
Take a closer look inside the world of a channel manager. Discover the 5 biggest obstacles that stand in their path and 5 solutions to overcome these obstacles.
Reasons Channel Partners Cancel their Partnership
Have you invested substantial time and resource into building a channel partner program and have minimal sales to show for it? Does working with the channel seem like a lot of work for very little return? If you answer “yes” to any of these questions, then you will find this whitepaper worth reading.
- Channel Sales Management
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Best Strategies for Different Stages of the Channel Sales Process
In this white paper, you will learn the seven stages of the sales process and how implementing a strategy will set your sales team – and your partners – up for success.
How to Implement Global Channel Sales Program
This white paper offers insight into the most important factors to consider when expanding your channel sales into an international market.
9 Strategies that will Encourage your Distributors to Submit POS Data
POS data is one of the most concrete statements on how focused your partners are on selling your products and where they see the best sales opportunities in the marketplace. Download this white paper to learn the ways for encouraging distributors to submit channel POS data.
How to Help your Channel Partners Sell Dead Inventory
In this white paper, you will learn 4 approaches to helping channel partners liquidate their inventory and become ‘dead inventory’ experts, and redefine their go-to-market strategy.
Your Guide to Building an Effective Channel Sale Strategy
The infographic in this white paper demonstrates a step-by-step process on how to create a channel sales strategy designed for success.
How Vendors Can Improve their Ship and Debit Process for Good
Learn how to eliminate rebate overpayments, reduce administrative costs associated with validating claims, and improve turnaround time on reimbursement cycles.
3 Methods Used by Supply Experts to Drive Value in the Channel
Delve into this introspective viewpoint of creating value and redefine your business model with this informative, visually alluring eBook.
How to Sleep Peacefully When Managing Channel Inventory
No one said managing channel inventory was easy. Take a look through this informative eBook for a broad outline of the do’s and don’ts of managing channel inventory.
9 Ways Channel Data Analytics Can Help Boost your ROI
For vendors who sell products through the channel, data analytics define just about all business decision makings. Find out how channel data analytics solutions can help improve sales performance and ROI.
Best Practices for Collecting Sales Data from Channel Partners
POS records obtained from reporting partners contain crucial information that’s why we created this white paper to help you collect, clean, standardize, and process your sales reports for true channel visibility.
Partner Scorecards-How to Classify Partner Investment Prioritization
This white-paper will explore various (scorecarding) metrics channel-driven companies can use to cut through the fat of “partner embellishment” and get to the meat of partner-profitability potential.
Special Pricing Agreements – A Path for Moving Forward
The purpose of this eBook is to briefly describe the fundamental economic factors that drive the prevalence and use of SPAs in the distribution and to identify pain points while providing industry best practices on proper SPA execution.
Channel Sales Checklist Discussion with Channel Expert Dede Haas
Recently, Computer Market Research (CMR) had an opportunity to discuss the 13-point Channel Sales Checklist Dede Haas has formulated for aiding organizations in discovering if taking the channel sale route is suitable for their business model.
Best Channel Sales Plan to Practice During a Pandemic
This white paper offers strategies and best practices for your sales channel team to adapt to changes that have come with operating during a pandemic
How to Create an Effective Sales Rewards Program
This whitepaper will give you top recommendations, from generating enthusiasm and buy-in from your team to finding the perfect reward to motivate success.
Why Vendors Are Overpaying Channel Partners by 20%
Vendors face major challenges: Overpaying their channel partners on incentive programs and pricing discounts. In this white-paper, we discuss why inadequate resources [for managing incentives] lead to overpaying partners and how to resolve this issue.
Automated Claim Management - A Platform Built for Change
This white paper provides vendors with a comprehensive understanding of diverse channel sales incentive programs and the imperative purpose they serve in their channel partnerships.
SPIFF Sales: How to Enthuse Channel Partner Spiff Participation
Download this helpful and valuable whitepaper to find out how you can increase channel partner engagement in your spiff sales program.
How to Determine the Right Pricing Structure for your Business
If you’re a startup or revisiting your pricing strategy, this white paper will provide you with some suggestions to help get the right pricing structure for your business.
Opportunities to Deals: How to Improve Channel Partners’ Conversion
Take a look at this white paper from a bird’s eye view on how to nurture and help your channel partners convert an opportunity into a deal.
3 Helpful Tips that Will Improve your Channel Sales Forecasting
To help vendors better outline their approach, this white paper provides an insider’s perspective on creating a comprehensive channel-sales forecasting schedule.
How should you Approach the 5 Personalities of B2B Sales
Learn how to help partners increase their odds of sales productivity. Allow this eBook to become the guideline for helping partners increase their odds of sales productivity and all your partners’ deal closing endeavors.
Tools for Furthering your B2B Sales and Marketing Alignment
Marketing and sales don’t always work hand in hand. This whitepaper takes a look at the benefits, challenges, strategies, and tools needed to make sales and marketing alignment possible.
How to Evaluate your Sales Opportunity Management Process
The benefits of sales opportunity, guidelines for performing a sales opportunity management evaluation, how to conduct an effective evaluation of your program, and creating a logic model following outcome.
Valuable Channel Sales Data for your Business's Success
When analyzed properly channel sales data can provide information for measuring and improving all operations within a company. This white paper demonstrates how analyzing your sales data can benefit different programs in your organization.
Importance of Having a Strong Partner Management Software During COVID-19
This white paper highlights aspects to consider when overhauling your partner management system to maximize your enterprise during a pandemic.
Best Practices for Deal Registration in the Channel
Discover the practices that allow you to more effectively manage your channel pipeline, improve your sales forecasting, and motivate channel loyalty.
5 key Characteristics of a Successful Deal Registration Program
Learn how to properly implement and apply a fruitful deal registration program into your channel infrastructure and find out why automating your deal registration program into your channel infrastructure is imperative to your business’s future success.
3 Ways to Build a Sales Channel if you Have no Customers Revenue or Resources
In this whitepaper, Dede Haas, founder of DLH Services, discusses the best plans and approaches for startups or SMBs with Mike Dombo, President of the Kensington Sales Group.
7 Things You Need to Include in Your Sales and Marketing Program
By following these 7 steps, you’ll be well on your way to creating a program that brings clarity to a subject that is usually confusing and obscure.
Deal Registration Best Practices 5 Reasons Why You Fail
Ever wonder why your deal registration program isn’t producing the results you think it should. The answer to your problem may be a lot simpler than you think.
Channel Expert Q & A- Bob Meinhard on Ship and Debit
This insightful Q&A will shed light on a seldom debated topic that is sure to change the way you think about traditional claim processes.
Deal Registration: 5 Reasons you Need to Implement this Incentive Program
This whitepaper illustrates the 5 reasons and benefits for applying a well-designed deal registration incentive program into a vendor’s channel infrastructure.
The Mystery of Channel Incentive Programs and How to Solve Them
Managing channel incentive programs are not easy. This white paper will provide you with information on how to improve sales funnel visibility for increased productivity while establishing a productive b2b rapports.
Integrating your Channel POS Data with Salesforce CRM
This white paper provides best practices and actionable information for channel management executives and administrators who have identified a need to integral-time time sales data with native Salesforce applications.
Guideline for Creating and Executing a Successful SPIF Program
Download this whitepaper to learn how to maximize sales results and provide incentives for your channel partners and gain access to our SPIF guideline.
How to Design a Deal Registration Program your Competitors Hate
A structured and well-organized “Deal Registration Program” can offer numerous benefits for manufacturers. Use this informative white paper to learn how to properly design a fruitful deal registration program into your channel infrastructure.
- Channel Marketing Management
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How to Create a Performance-Based MDF Program for Channel Partners
Do you have a performance-based MDF program? Discover the power of a performance-based MDF program. Learn about the full portfolio of options to build a performance demand generation strategy for meeting (and exceeding) your growth goals.
How to put the spark back into your channel incentive program
There are a few common themes that contribute to an incentive missing the mark. What can vendors do to ensure their channel incentive programs are successful? Download this white paper to find out the answer.
Best Practices for Managing Co-op/MDF from Your Vendors
Successfully managing Co-op/MDF money from multiple vendors is not easy. So, we created this whitepaper to help you get the most from your vendors’ Co-op/MDF programs.
411 on Channel Partner Marketing: Now is the Time to Start a Blog
Download this eBook for a deep understanding of why creating a blog for your business is one of the best decision you will ever make.
How to Maximize Opportunities with CO-OP MDF Incentives
This white paper offers a guide on how to walk, run, and fly with Co-op/MDF incentives and how to turn unused marketing dollars into business transforming assets.
Important Co-Op Deadlines for Channel Partners to Always Keep in Mind
This white paper provides valuable information on important deadlines vendors and partners need to be aware of in order to prevent Co-op funds from expiring.
Designing Robust Channel Incentive strategy
This eBook offers the basic infrastructure of what goes into designing an effective, sturdy channel incentive strategy for b2b channel partnership.
Strategies for a Lucrative Co-op/MDF Program
The reasons why your Co-op/MDF incentive dollars aren’t producing the results you want can be many and varied. In this white-paper, we deliver 6 key tips for constructing a Co-op/MDF incentive program that will result in a lucrative outcome for all parties.
How to Increase Return on Investment with Channel Incentive Programs
There are a few common themes that contribute to an incentive missing the mark. Find out what you can do to ensure your channel incentive programs are successful.
How to Structure your MDF Program in the Digital World
“lunch-and-learns,” used to be sporting events and trade shows were the keys to a channel partner’s marketing success. Today, that type of marketing approach just won’t cut it. Find out how you can help your channel partners become ‘digitally enabled’.
How to Make Digital Co-op Advertising Programs Work
After reading this whitepaper, you will be able to create a consistent national and local digital campaigns and help partners navigate in the complex world of digital advertising while maintaining a consistent message.
How to Get the Most Value Out Of Channel Incentive Programs
In this eBook, we explore the various reasons why vendors struggle to get channel partners involved in their promotion and offer solutions to solve this problem.
Co-Op/MDF: 3 Things that Will Stop the Waste of Incentives
Take a look at this whitepaper for simple approaches on how a vendor can coerce Co-op/MDF program to ensure a fruitful outcome.
5 Things You Need to Know Before Starting a CO-OP/MDF Program
Before yougive a green-light to your next Co-op/MDF incentive program, read this white paper on how you can implement these 5 principles for a successful outcome.
3 Helpful Tips on how to Optimize Your Marketing Strategy
Use this eBook to discover 3 helpful strategies that will improve your cloud-based marketing in the competitive landscape of the cloud computing industry.
What Makes a CMO a Catalyst for Inspiration
Use this short yet comprehensive eBook as an outline for 5 qualities every b2b chief marketing officer should have in order to be successful.
4 Reasons to Invest in a Web-Based Co-op/MDF Program
This white paper shows how a best-of-breed Co-op/MDF solution provides the highest level of automation to give channel managers greater flexibility and visibility into their own channel programs.
Digital Co-op Marketing Funds for Local Partners
Download this free white paper to find out the importance of a community-focused marketing program and how to generate and implement digital Co-op marketing funds into your local marketing programs.
How to Set Up your Market Development Funds Correctly
To help point you in the right direction, we’ve created this eBook as a “what to ask” guide for when settling on a PRM provider decision. Is your MDF program delivering the ROI you expect? In this white paper, we discuss ways to set up your MDF program for success.
How to Deal with Unused Channel Marketing Funds Dilemma
In this white paper, we take a closer look at the reasons for the negative perception of ROI-generating marketing initiatives and what can manufacturers do to get the most from their Co-op/MDF programs.
5 Steps that Will Surely Rescue you from-Co-op/MDF Failure
Take a look at this colorfully constructive eBook and learn 5 ways you can save your Co-op/MDF incentive program from drowning in the channel marketplace abyss.
Partner Enablement: 5 helpful Tips that will Boost your Blog
Take a look at this valuable eBook for simple strategies on how to design an effective blog for improved partner enablement process.
Inbound in the Channel 3 Ways to Help Channel Partners Make Money
Take a look at this white paper to read about how to become the marketing hero your channel partners need and how to help your channel partners become marketing gurus.
Best Practices to Optimize your Co-op/MDF for the Greatest Return on your Investment
For vendors in the state of re-evaluating Co-op/MDF program, it is important to consider whether the Co-op/MDF path is the right solution for their business.
MDF Programs Q & A with Patricia Rush
In this Channel Expert Q&A, CMR reached out to Patricia Rush, Channel Consultant and President of RushToChannel. The interview focuses on MDF programs.
The Benefits of Synchronized Marketing Automation
Learn how synchronized channel marketing can help both vendors and their channel partners by improving their marketing efforts towards lead generation, lead nurturing, and customer retention process.