PLM Alliances

MAY 16, 2020

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. Diagnosing channel effort performance, or health, can be done quickly, but if done incorrectly will lead to stagnant and potentially declining business results. Budgets are shrinking.

Channel management 52

Channel management Channel strategies Construction Utilities 52

PLM Alliances

AUGUST 21, 2022

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. The six disciplines of channel management.

Channel management 52

Channel management Successful channels Channels and alliances Co-Alliance 52

PLM Alliances

MAY 16, 2020

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. When you construct milestones you are inventing small opportunities for your partners feel accomplished. Boost morale.

Construction 59

Construction Successful channels Channel management 59

PLM Alliances

MAY 16, 2020

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. The six disciplines of channel management.

Channel management 59

Channel management Successful channels Channels and alliances Co-Alliance 59

PLM Alliances

APRIL 19, 2023

Deal registration : Implement a deal registration system to protect partners' investments in customer relationships and avoid channel conflict. Performance Monitoring and Feedback: Fostering Continuous Improvement Regularly evaluating partner performance and providing constructive feedback can help partners improve and grow.

Channel management 52

Channel management Construction Collaboration 52

PLM Alliances

JUNE 3, 2020

A well-constructed messaging framework creates a clear and consistent direction. Re-evaluate your sales channels and coverage model. Defining your sales channels is a balancing act that needs constant monitoring and adjustment. Your mix of channels needs to adapt as technology, customer needs, and channel preferences evolve.

Conflict resolution and communication 52

Conflict resolution and communication Partnering capability and readiness Sales leadership Risk mitigation 52