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6 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. By some estimates, as many as 70% of alliances fall short of expectations for both the partners and the vendor.

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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. By some estimates, as many as 70% of alliances fall short of expectations for both the partners and the vendor.

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Common Channel Blind Spots

Chaneltivity

In the Channel Expert Office Hours series, channel expert Raegan Wilson answers questions about channel management. What are common channel blind spots? The three common channel blind spots include: 1.

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Channel Chats Episode 2: Partner Insights From a Cloud Leader

PLM Alliances

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

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Impartner Announces New Chief Revenue Officer; Expands Executive Team to Capitalize Growth of Channel Management Technology Industry

Impartner

Salt Lake City, Sept 8, 2020 – Impartner, the world’s fastest-growing, most award-winning Partner Relationship Management (PRM) and channel management platform provider, announced today the appointment of SaaS-industry sales powerhouse Bill Curran as chief revenue officer. We’re happy to have him take the reins of the sales organization and, at the same time, to have Mark, who has grown our customer base 10x in recent years, focus on expanding our channel operations.”.

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Channel Chats Episode 5: How Channel Automation Can Enhance Your PX

PLM Alliances

Our fifth Channel Chats episode features Raegan Wilson and Kate Caday , leaders of channel management and sales transformation at Spur Reply. Raegan owns the firm’s platform alliance relationships and leads the channel automation and optimization strategy. With over 20 years of channel experience collaborating with clients like Thomson Reuters, Logitech, Palo Alto Networks, Xerox, ADP, and Fortinet. Not just the channel chiefs.

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How to Use Partner Scoring to Increase Channel ROI

PLM Alliances

Every channel leader faces the same core problem — how do I use limited resources, programs, and people to best influence partners and meet my business objectives? Partner scoring helps you: Manage your portfolio of partners. Best select who to manage.

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The 6 Roles of an Effective Chief Channel Officer

PLM Alliances

In our industry, there are few roles as opaque as the head of channel. But the role of chief channel officer (CCO) is more ambiguous. Most importantly, what makes a channel leader effective for the both company's channel management and partner relationships?

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The 6 Roles of an Effective Chief Channel Officer

PLM Alliances

In our industry, there are few roles as opaque as the head of channel. But the role of chief channel officer (CCO) is more ambiguous. Most importantly, what makes a channel leader effective for the both company's channel management and partner relationships?

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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.

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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.

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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.

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The 5 Best Practices for Starting a Channel

Impartner

” If you’re building a channel, it’s always best practice to follow best practices. In an excerpt from Impartner’s eBook, “ The Ultimate Field Guide to Starting a Channel ,” here are the five key steps for success: 1. Want to learn more about building a channel?

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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.

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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.

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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.

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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.

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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

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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.

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Reporting & Analytics

Mindmatrix

is a unified platform built to engage and enable your entire direct, channel, alliance partner ecosystem. Bridge takes the complexity out of selling by delivering PRM, Partner Marketing, Sales Enablement Tools, Alliance Collaboration & Marketplace in a single user interface.

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3 Tips for Choosing the Right Channel Partners (Channel Journeys Podcast with Rob Spee)

Magnetrix

Table of contents: Recruiting the wrong channel partners. Tip #1: Have a well-defined channel strategy. Tip #3: Keep a scorecard for channel partners. Evolving your channel strategy as you grow. Have the resources and mindset to support large channel partners.

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How a Channel Partner Recruitment Strategy Closes The Deal

PLM Alliances

Over the past several weeks, we’ve focused on the key pre-engagement stages of shaping your partner channel, which we’ve bucketed into four key steps: Determining the needs of your channel. Developing a targeted approach to find the partners your channel needs.

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How to Use Partner Scoring to Increase Channel ROI

PLM Alliances

Every channel leader faces the same core problem — how do I use limited resources, programs, and people to best influence partners and meet my business objectives? Partner scoring helps you: Manage your portfolio of partners. Best select who to manage.

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Mark Rogers of Impartner Named CRN Channel Chief for Second Year in a Row

Impartner

Impartner, the global pure-play leader in SaaS-based channel management and Partner Relationship Management (PRM), today announced that CRN, a brand of The Channel Company, has named Mark Rogers, SVP of Alliances and Strategic Relationships, to its 2022 Channel Chiefs list.

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How to Select the Right Platform to Manage Your Channel Sales

Magnetrix

Best practices for selecting a channel management platform. When is a solution necessary for channel management? Which organizations should adopt a channel management tool? Top challenges alleviated by a stellar channel management platform.

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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.

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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.

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Channel Glitterati Unite to Help Shape Global, Regional and Industry Channel Agendas and Share Best Practices

Impartner

New Impartner Channel Chief Advisory Board assembles powerhouse group of channel thought leaders from those who regularly generate headlines, present keynotes at top channel forums, curate leading channel events, and are trusted channel advisors for top corporations worldwide.

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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?

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Impartner Announces Keynote Speakers For its Annual Channel Summit ImpartnerCON 2022

Impartner

SALT LAKE CITY – August 18, 2022 – Impartner , t he world’s most complete channel management platform and Partner Relationship Management (PRM) provider, announced today that channel industry icon Jay McBain, Chief Analyst, Channels, Partnerships and Ecosystems will be a keynote speaker at its annual customer summit, ImpartnerCON 2022, to be held on Oct. Maria Chien is an industry thought leader in B2B channels.

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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.

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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.

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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.

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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.

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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.

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Top Channel Chiefs Descend on Park City for ImpartnerCON19, Debate Channel Strategy for 2020 and the Decade Beyond

Impartner

Fourth annual gathering now largest vendor-led event for channel chiefs worldwide, mirrors Impartner’s 10x growth in new customer logos in same time period. Salt Lake City – April 26, 2019 – For the fourth year in a row, channel leaders from the world’s top corporations are flocking to Utah for ImpartnerCON19, the global Partner Relationship Management (PRM) pure-play leader’s annual customer and channel management summit.

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Why Your Go-To-Market Strategy Matters

PLM Alliances

Defining and managing a strong go-to-market strategy is critical for your business. How you define and manage relationships to build experiences that win customers is perhaps a more accurate definition of a go-to-market strategy. Re-evaluate your sales channels and coverage model.

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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

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Creating positive lead experiences throughout the sales cycle

Mindmatrix

In a channel network, this is easier said than done. A channel manager has to work across different organizations. The platform is compatible with a wide variety of CRMs, meaning that your partners can manage and share contacts using the tools that work best for them. .

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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.).