Channel Management – Top Management Secrets IT Sponsors Must Know


Top Management Secrets IT Sponsors Must Know. Channel management is an important term that IT sponsors should know and understand. They also have equally efficient MSP channel partners and systems to ensure continuing success. How do channel management work?

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.


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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.

Stop Making These 3 Channel Management Mistakes (Podcast)


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? Just imagine the cheers and the concert lighters (or concert lighter apps) glowing in adoration for your channel managers as they roll into your partner’s offices for business planning , scorecarding and QBR work-sessions. Your partners will be queuing up outside your office waiting for a chance to meet with channel managers who have new superstar appeal.

4 Channel Program Practices that Save Time, Money, and Headache


In our work with partner programs of all sizes and configurations, we have been asked how to accomplish many things within our Partner Relationship Management (PRM) solution. Give them access to a secure portal to register, manage, and view the deals they are working on.

Complimentary access! SiriusDecisions Channel Marketing Strategies Research Brief: Channel Marketing and Management Technology


Channel marketing and management (CMM) technology helps suppliers provide partners with marketing enablement, resources, programs and tools for driving awareness, generating demand, and building pipeline within partners’ target markets.

Channeltivity Customers Named ‘5 Star Partner Program’ by CRN


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. The channel managers on these teams always impress us, and we are excited to see their outstanding work celebrated: The post Channeltivity Customers Named ‘5 Star Partner Program’ by CRN appeared first on Channeltivity.

How to make Strategic Co-Selling a primary Revenue Driver


As a result, channel teams are co-selling but never reaching their full revenue potential. Channel manager A has to connect with Channel Manager B, who then play’s rep to rep matchmaker.

Edgeworth Security selects Channeltivity as their Channel Partner Management Solution


Charlotte, North Carolina, – September 17, 2019 – Channeltivity, a global leader in Partner Relationship Management (PRM) software solutions, today announces that Edgeworth Security, a video monitoring solutions company using artificial intelligence, machine learning, military-grade analytics, and cyber intelligence techniques to transform the security industry, has selected Channeltivity to provide their PRM solution in support of their channel growth strategy.

Successful Partnering is More about People than Programs

Successful Channels

These individuals in sales, technical sales, marketing, engineering, professional services and senior management are more interested in working with companies that invest time in understanding their needs and building a deep, mutually agreed-upon, personal success plan for each role and each person in their organization. We live in an exciting time in the channel! The different people at your channel partner organizations make up an important part of your sales team.

Channel Chats Ep 2: Partner Insights From a Cloud Leader

PLM Alliances

In our second Channel Chat episode, The Spur Group's CMO, Richard Flynn, is joined by Snowflake's Colleen Kapase , VP WW Partners & Alliances. Highlights of the conversation include: What's unique about channel management at Snowflake. Aligning channel and field sales.

Complimentary access! SiriusDecisions Channel Marketing Strategies Research Brief: Partner Relationship Management Technology


Partner relationship management (PRM) systems are purpose-built to. channel partner relationships. Partner Relationship Management Channel Marketingsupport the complex processes and procedures inherent in supplier and.

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.

Why Enterprise Sales Should Be Working With Partners


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]


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.

Drive More Revenue with Automated Account Mapping


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 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.

Maintaining Successful Partner Relationships in a Virtual World

Channel Incentive Best Practices

The IT channel is a people business. Interestingly, the move to digital has exposed holes in the way channel management has been conducted in the past. This is because ‘ doing business ’ has focused on the connection between the partner and their account manager.

Improving Channel ROI With A Comprehensive Partner Enablement Platform


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!

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

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.

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.

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 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.

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.

3 Reasons Your Channel Partner Onboarding Needs a Facelift


With channel sales representing 75% of global commerce , vendors often rely on channel partners for a significant portion of their revenue. Channel partner onboarding is the beginning of what both parties expect—and rightly so—to be a mutually beneficial relationship.

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 Motivate Channel Sales Partners


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.

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.

Concerned about losing customers? Focus on your partner relationships

PLM Alliances

The partner value proposition represents the overall advantage a channel partner receives from selling a company’s products and solutions. Forming a strong partner value proposition should be an essential element of any channel effort (whether its recruitment, planning, program design, etc.).

7 Examples of Partner Incentives With a Proven Positive ROI

PLM Alliances

Channel partner incentives are often the largest single channel management spend for many channel leaders today and they raise a myriad of challenges. These factors create quite a dilemma for channel leaders. Common channel incentive structures.

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


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.

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.

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

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.