Six Disciplines of Successful Channel Management

PLM Alliances

As more companies today leverage partners as a vital component of a go-to-market strategy, having world-class channel management is more critical than ever. The strength of your channel ecosystem is directly correlated to driving results and winning over new customers.

The Partner/Channel Manager Role—and How It's Changed In The Last 10 Years

CoSell Blog

Curious how the partner/manager role is changing? These days, we’re hearing how many partner/channel managers feel pressure to drive sales directly. Traditional Partner/Channel Manager In the traditional role, a channel manager was a business consultant.

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Stop Making These 3 Channel Management Mistakes (Podcast)

Magnetrix

Narrator: Welcome to Channel Journeys, the podcast for channel professionals that will enable and inspire you to create your best channel journey ever. Here's your host, Rob Spee, a channel chief on a never ending quest for channel knowledge and adventure.

No Channel Team? No Sweat. Your Sales Reps are Channel Managers in Disguise

Crossbeam Blog

If you have a fun house mirror at your desk because, really, there should be ten of you , we see you. co-selling execute

Transform Your Channel Managers to Rock Star Legends for Their Partner

Successful Channels

Are you ready to help make your channel managers as beloved by their partners as their favorite rock stars? Your partners will be queuing up outside your office waiting for a chance to meet with channel managers who have new superstar appeal.

Channeltivity Customers Named ‘5 Star Partner Program’ by CRN

Chaneltivity

CRN, a leading publication focused on the IT channel, has announced their 2019 Partner Program Guide , and Channeltivity is proud to congratulate 7 of our customers for being selected as a 5-Star Partner Program.

Successful Partnering is More about People than Programs

Successful Channels

If you review the detail behind why award-winning channel programs get strong marks, it comes down to the high importance the survey respondents place on their personal relationship at the vendor. We live in an exciting time in the channel! Look for ideas outside of the channel.

Improving Channel ROI With A Comprehensive Partner Enablement Platform

Mindmatrix

Prioritizing partner sales enablement is critical to driving the success of channel programs. Download our whitepaper, Partner Sales Enablement: The Mission-Critical Component of ROI Generating Channel Programs, to learn more!

Why Enterprise Sales Should Be Working With Partners

PartnerTap

Enterprise sales leaders, channel managers, and Chief Revenue Officers are always scrambling to hit aggressive, quarterly revenue goals. . Channel managers and CROs are going to be the most pleased with salespeople who nail their quarterly quotas.

How to Securely Share Your Customer Account Data and Close More Deals [Guide]

PartnerTap

This sort of neutral, “Switzerland”, digital partner platform will allow channel and sales teams to securely share data that helps you grow revenue together. Channel and alliance managers now have the ability to control what is being shared with their partners.

Channel Planning Is More Than Just A Good Algorithm

PLM Alliances

We've spent quite a bit of time here talking about how using data is essential to taking your channel business to the next level. A fundamental flaw of using channels is partners always have a different agenda from you. The era of channel management big data is here.

Make an Impact: Know Your Channel Partner Health Index

PLM Alliances

It is impossible to ensure your channel efforts are paying off unless you have an objective, data-driven view of your teams' and programs' performance. The first and most important element of any channel management plan is the Channel Health Index.

Drive More Revenue with Automated Account Mapping

PartnerTap

Channel managers can use it to find out which rep they need to contact to start working on a sales call. To learn more about sales, alliance partnerships, and channel sales, follow us on LinkedIn.

The Benefits of Deploying One Platform for all Channel Enablement Needs: Part One

Mindmatrix

Channel enablement has various facets to it. These include Partner Relationship Management (PRM) , Partner Marketing Enablement , Partner Sales Enablement , Partner Portal Deployment , Partner Engagement Management and more.

The 18-Point Checklist for Assessing Your Channel Health

PLM Alliances

How confident are you with whether your channel management efforts are having the right impact on your required business outcomes? Do your partner managers each drive the right level of readiness and pipeline with your partners?

How to Motivate Channel Sales Partners

Magnetrix

As a company that sells through channel partners , it is expected that they work towards increasing corporate sales. Channel partners are relied on and trusted to perform and meet their goals, therefore, doing an effective job at selling is essential. Channel partner development.

The Link Between Channel Operations and Execution Excellence

PLM Alliances

Most senior managers have an intuitive sense of the effectiveness of their team's execution and channel health. Excellence capability is easily benchmarked and should be measured and managed in seven areas: Governance and organizational design.

How Great Channel Leaders Unlock Powerful Revenue Acceleration

PLM Alliances

You need to re-examine the effectiveness of your channel management efforts. If you are a channel chief your primary role is to generate channel sales. Learn the five key attributes of a great channel revenue acceleration engine. Clear channel strategy.

Virtual Partner Connections Require Objectives, Structure

The 2112 Group

C hannel account managers are making more and better connections with their partners. The number of p artners using tools provided by channel programs is also increasing. We’re here to help you maintain and improve your channel strategy and performance.

How to Use Channel Incentives to Accelerate Revenue

PLM Alliances

As a channel management leader, you need to structure your incentives in a way that drives partner behavior. To manage your channel successfully, it’s best to follow a five step process: Plan. Partner incentives Improve partner leverage Channel head or manager

How To Achieve Better-Together Partnerships

Successful Channels

Imagine if all your channel partnerships were 1+1=5 where both parties win all the time. This results in a repeatable 10-25%+ growth rate vs. PY from your partners if the right business planning and performance management process is put in place.

The Ultimate Partner Performance Dashboard

Successful Channels

Consolidated Channel Dashboards are as Rare as Some of the Greatest World Treasures: Channel executives have been searching for solutions to provide comprehensive dashboards for their partners and channel managers for many years unsuccessfully.

RIP Platinum, Gold, and Silver Partner Programs – the New Model is Here

Successful Channels

Channel partners have proven to be remarkable change-agents, both in front of their customers and inside their own businesses. Led by CIOs and IT departments, channel partners and vendors have fine-tuned their product and messaging mix to capitalize on this customer buying journey.

Refresh and Optimize Channel Partner Programs

Channel Incentive Best Practices

Because of 2020’s challenges to businesses and economies, 2021 may be the year you decide to take a long, hard look at your channel partner program. Tools To Utilize to Ensure the Best Channel Partner Programs. – Automated financial management systems.

Is Your Channel Incentive Program A Money Pit?

PLM Alliances

For many vendors, channel partner incentives are perhaps the single largest line item of cost for channel management. Title idea: Are you making these channel incentive mistakes? Effective channel investment programs are ALWAYS built around this tenet.

Channeltivity Announces Channel Champions Series

Chaneltivity

Celebrates Expertise and Success in the Channel. With over 30,000+ channel professionals in the Channeltivity ecosystem, we have the pleasure of working with a wide variety of impressive individuals in the space. Channel Success Channeltivity Partner Relationship Management prm

What Is PRM Software and How Can It Help Your Business?

Magnetrix

Yet, having the partnerships themselves on hand is one thing, and being able to manage them adequately is a whole different challenge. That's where having the right partner relationship management (PRM) tools come in. The size of your channel.

How Your Partner Business Proposition Gives You An Advantage

PLM Alliances

The partner business proposition is the value the channel receives from selling your company’s products and solutions. Forming a strong partner business proposition is a key part of improving your channel recruitment. This will avoid costly missteps in channel management.

How to Get More From Your Annual Partner Satisfaction Survey

PLM Alliances

Too often you ask the field or the local partner manager for their list of partners. Nobody wants to get in trouble with senior management. Step 3: Use the results to shape your channel management execution. Almost every high tech company does an annual partner survey.

Virtual Partner Connections Require Objectives, Structure

The 2112 Group

C hannel account managers are making more and better connections with their partners. The number of p artners using tools provided by channel programs is also increasing. We’re here to help you maintain and improve your channel strategy and performance.

Four Channel Predictions For 2021

Channel Incentive Best Practices

As 2019 came to an end, most predictions of how the year would unfold for channel players focused on continuing automation and continued consolidation within and among channel players. What lessons did we learn in 2020 that will shape this year’s growth for channel players?

Use Data To Define Your Channel Partner Management Strategy

PLM Alliances

But as a channel guy, I am puzzled that more companies aren’t using big data techniques as the basis for their channel management. You can probably stack rank your channel sales partners by revenue. You also likely track certifications as part of your channel program.

How to Drive Impact with Channel Capacity Planning

PLM Alliances

Effective channel management is all about driving customer wins, managing channel sales, and building market coverage. As a channel leader, it is your role to ensure you plan effectively to have the right number of partners in the right places to drive the right results.

The Must-Have ROI of PRM

Chaneltivity

With 64% of sales going through the channel * , a PRM solution has become as fundamental a business tool requirement as your accounting or CRM solution. Can you run a channel without one? Don’t Manage a Process, Manage your Growth.

Why Your Partner Planning Process May be a Train Wreck & How to Get Back on Track

Successful Channels

Typically, the only part of joint business planning that is “joint” is done with a vendor channel account manager. How would you recommend your vendors change their planning and performance management processes to make them more valuable for you?”.

The Essential Guide to Partner Planning

PLM Alliances

A channel leader must review their partner plan to ensure the strategy aligns with the company’s desired business outcomes. Through years of experience and a rigorous approach, our team of channel experts at The Spur Group have identified five essential steps to guide partner planning.

How to Lead Your Partners Into a Cloud Transition

PLM Alliances

The doctor thinks about how to manage their practice; they want an end product that allows them to easily do that. The next step is to understand how to incorporate this model into your channel management strategy. Partner programs and enablement Distribution and partner strategy Improve partner leverage Channel head or manager

You’ll Never Do Channel Sales Enablement the Old Way Ever Again

Successful Channels

Top channel executives agree that sales enablement of your channel team is one of the most important things to improve revenue growth. Of your channel program budget, 11% should be spent partner education, training, and enablement.

How to Use Partner Onboarding to Increase Your Return

PLM Alliances

Let's say you've previously recruited partners for your channel — maybe by referencing the key elements needed to do so in our recent partner recruitment blog — and obtained top-notch talent that is ready to sell. Keep your account managers happy.

Getting Honest About Partner Certifications and Differentiation

The 2112 Group

This shift in thinking is rewriting the way vendors and channel chiefs think about their go-to-market strategies and partner relationships. Channel chiefs frequently talk about how enabling partners with the right tools will help them differentiate themselves and grow their businesses faster.