White Papers & E-Books by Computer Market Research

In this Channel Expert Q&A session, Jan De Bondt identifies certain channel challenges taking place in modern distribution channels.

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.

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.

If you’re not sure how to identify these two corporate groups, use this white paper as a helpful guide.

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.

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.

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.

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.

This fun and informative white paper will help give you the cognitive tools to better understand your channel partners and inspire motivation.

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.

This engaging eBook will use romance as a metaphor and relate it to the complicated, often frustrating, stages of a typical channel partnership.

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.

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.

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.

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…

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.

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.

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.

Download this engaging white paper to acquire a more tangible perspective of the multifaceted position of a CAM.

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.

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.

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.

Free your corporate conscious with this enlightening white paper, and realize when it’s time to break-up with a channel partner.

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.

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.

This quick guide explains how you can ensure the right channel partners sell your offering—without deteriorating your team’s productivity and resources.

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 unforgettable quotes from the movie “Forrest Gump” that introspectively align with the complexities, beauties, and hardships associated with channel partnerships.

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.

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.

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.

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.

Find out more about the interpersonal mindset and strategies superstar channel managers possess.  Discover how these superstars initiate lucrative partnerships and propel productivity.

Find out why in order for manufacturers to be successful they need to accept the role of a solution provider.

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.

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.

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.​

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.

Take a quick look inside this white-paper to learn about the 4 fundamental keys to partner motivation and partner enablement success.

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.

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.

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.

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.

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.

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.

 This white paper offers insight into the most important factors to consider when expanding your channel sales into an international market.

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.

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.

The infographic in this white paper demonstrates a step-by-step process on how to create a channel sales strategy designed for success.

Learn how to eliminate rebate overpayments, reduce administrative costs associated with validating claims, and improve turnaround time on reimbursement cycles.

Delve into this introspective viewpoint of creating value and redefine your business model with this informative, visually alluring eBook.

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.

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.

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.

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.

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.

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

 This whitepaper will give you top recommendations, from generating enthusiasm and buy-in from your team to finding the perfect reward to motivate success.

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.

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.

Download this helpful and valuable whitepaper to find out how you can increase channel partner engagement in your spiff sales program.

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.

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.

To help vendors better outline their approach, this white paper provides an insider’s perspective on creating a comprehensive channel-sales forecasting schedule.

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.

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.

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.

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.

This white paper highlights aspects to consider when overhauling your partner management system to maximize your enterprise during a pandemic.

Discover the practices that allow you to more effectively manage your channel pipeline, improve your sales forecasting, and motivate channel loyalty.

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.

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.

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.

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.

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.

This whitepaper illustrates the 5 reasons and benefits for applying a well-designed deal registration incentive program into a vendor’s channel infrastructure.

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.

 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.

Download this whitepaper to learn how to maximize sales results and provide incentives for your channel partners and gain access to our SPIF guideline.

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.