How Can Vendors Best Align their MDF Program to Channel Strategy?

Channel Incentive Best Practices

It can be easy sometimes for a vendor – especially one with thousands of global partners and all the corresponding moving parts – to lose sight of the big picture when it comes to their organization’s overall channel goals or strategy. Keeping Communication Channels Open.

Marketing Channel Strategy – How IT Vendors Reach their End-User Goals


Marketing channel strategy is made up of a series of decisions and structures that an IT vendor or manufacturer creates and makes. In-Depth Understanding of Marketing Channel Strategy. What is marketing channel strategy? Marketing Channel Strategy Simplified.


Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Distribution Channels – Strategies, Steps, and Tips for IT Vendors


Distribution channels are essential components in the entire MSP environment, which IT sponsors should understand. What strategic planning do you need to use to maximize your channel to distribute and market your products? What are distribution channels? Direct Channels.

Channel Chats Episode 1: The Building Blocks of a Channel Strategy

PLM Alliances

In our first Channel Chat episode, The Spur Group's CMO, Richard Flynn , (virtually) sits down with Baptie & Co. CEO, Rod Baptie, to discuss the building blocks of cultivating a successful channel strategy.

4 Ways to Increase your Channel Sales and Optimize Sales Channel Strategy using a PRM Portal


This phrase couldn’t be truer in relation to business strategy, or more specifically, the channel sales and sales channel strategy. Here are a few ways you can make use of a PRM portal to optimize your strategies. #1 4 Onboard new channel partners efficiently.

Microsoft’s Alyssa Fitzpatrick on Flipping the Co-Selling Model

The 2112 Group

Exec joins Channelnomics’ Changing Channels host Larry Walsh to discuss Microsoft’s innovative co-sell program, which drives independent software vendor products that complement the Azure cloud.

CyCognito’s Lori Cornmesser on Channel Chiefs Starting Over

The 2112 Group

Lori Cornmesser joins Channelnomics’ Changing Channels host Larry Walsh to talk about what it’s like for a channel chief to start over in a new role and find success in driving indirect sales. The average channel chief spends between 18 and 36 months in their role.

Harvard Business School’s Frank Cespedes on How to Sell in a World That Never Stops Changing

The 2112 Group

Frank Cespedes joins Channelnomics’ Changing Channels host Larry Walsh to talk about effective sales and channel strategies in the post-pandemic economy. The COVID-19 pandemic left an indelible mark on the market – particularly when it comes to sales strategy and management.

AppSmart’s Renee Bergeron on the Evolution of Channel Marketplaces

The 2112 Group

Renee Bergeron joins Channelnomics’ Changing Channels host Larry Walsh to discuss how innovative marketplace models are providing new avenues to market for technology vendors and partners. The concern is how marketplaces impact traditional channels and partners.

HP’s Mary Beth Walker on Data-Driven Channels

The 2112 Group

Mary Beth Walker joins Channelnomics’ Changing Channels host Larry Walsh to discuss how HP’s new Amplify program is leveraging data shared by partners to improve channel sales and productivity. .

Channelnomic’s Larry Walsh on The Evolving Value of Distribution

The 2112 Group

Channelnomics’ Larry Walsh responds to the perception that distribution is declining in value to vendors’ go-to-market equation and channel programs.

Proofpoint’s Joe Sykora on Building Channel Sales Cultures

The 2112 Group

Joe Sykora joins Channelnomics’ Changing Channels host Larry Walsh to talk about strategies and tactics for instilling in partners the imperative of selling persistently and consistently.

Channel Chats Episode 1 - Baptie and Channel Focus

PLM Alliances

In our latest Channel Chat, The Spur Group's CMO, Richard Flynn, (virtually) sat down with the CEO of Baptie, Rod Baptie, discuss the building blocks of cultivating a successful Channel strategy.

Modernizing Incentive Programs for Today’s Channel

Channel Incentive Best Practices

Looking to take your channel incentives to the next level? While partner incentives form a central pillar in all good channel programs, ensuring these incentives are modernized and optimized to drive partner loyalty creates many challenges in today’s ever changing channel ecosystem.

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.

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


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 a term sheet for channel partners.

Guiding Principles for a Successful MDF Program

Channel Incentive Best Practices

While the majority of successful channel programs include some form of Market Development Funds (MDF), how these programs are funded, the activities they support, their alignment with channel and company strategy, their payment methods and the levels of support required, can vary greatly.

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.

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.

Build Lasting Relationships With Your Channel Partners


Many channel partners work with multiple vendors and have access to numerous products or services. A successful channel program has many elements that work together. The third element that channel professionals sometimes forget is a genuine relationship between the vendor and partner.

Channel Focus Virtual Event

Channel Incentive Best Practices

This year Channel Focus is going Virtual! As we get to grips with the “ new normal “, it has never been a more critical time to keep abreast of the very latest thinking on Channel strategy. A Special Channel Mechanics Offer! What makes Channel Focus unique?

Top Tips for Modernizing your Partner Incentive Program

Channel Incentive Best Practices

The channel partner ecosystem is rapidly evolving. This was one of the topics under discussion on our recent webinar: ‘Modernizing Incentive Programs for Today’s Channel’. Download the full webinar on-demand: “ Modernizing Incentive Programs for Today’s Channel ”.

Incentivizing Channel Partners in a SaaS World

Channel Incentive Best Practices

The channel has witnessed an influx of new partner types alongside new business models in recent times. One of the most important changes for a vendor to consider is how to best incentivize channel partners in this new world. The Activities Vendors Incentivize for SaaS Channel Selling.

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. How do you know if your strategy is falling short? The six disciplines of channel management.

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? Companies now realize that a go-to-market strategy is the new path to sustained industry leadership.

What Do Modern Deal Registration Programs Look Like?

Channel Incentive Best Practices

One of the most popular channel programs to offer to Partners is that of Deal Registration. However, in today’s channel ecosystems, Deal Registration programs cannot be deployed in isolation from other programs in your overarching Channel GTM strategy.

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.).

How to Plan, Manage, and Measure Strong Channel Business Partnerships

Successful Channels

I have been looking for inspiration on the “how-to” process for building deeper channel partnerships. can do to build stronger and more committed partnerships for their channel. And, how more committed partnerships generate greater levels of revenue contribution from your channel.

Deciding on the Right Marketing Activities for your MDF Program

Channel Incentive Best Practices

In addition to how MDF programs should align with your company’s strategy. Align MDF Marketing Activities with your Strategy. Make sure that the tenants of the program that you’re putting in place are supporting your company strategy, ” he said. “

Muted Optimism Holds Sway Among Channel Professionals

The 2112 Group

Pandemic fuels transformation and adjusted expectations, according to 2021 Channel Chief Outlook report. The year 2020 will go into the history books and the channel annals as an extraordinary year – and, obviously, not for good reasons. Channel leaders aren’t doing this without fuel.

6 Top Tips for Running a Successful Channel Incentives Program

Channel Incentive Best Practices

So how do you, as a vendor, go about successfully executing a channel incentives program? This was one of the topics under discussion on our recent webinar: ‘Modernizing Incentive Programs for Today’s Channel’. 6 Top Tips for Running a Successful Channel Incentives Program.

How can vendors create incentives for a new generation of non-transacting partners?

Channel Incentive Best Practices

The last couple of years have seen an influx of new types of partner in to the IT channel. This was one of the topics under discussion on our recent webinar: ‘Modernizing Incentive Programs for Today’s Channel’. Emergence of the Influencer Channel.

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.

Surge in Collaboration Tools for Remote Work and Education Triggers Growth of Global Wireless Content Sharing Market

Frost & Sullivan

Channel development : Focus on the key elements of an effective channel strategy, including a well-designed portal for automated billing, provisioning and solution management for partners, extensive partner education and training, and incentives based on quantity and quality of customer deals.

Virtual Partner Connections Require Objectives, Structure

The 2112 Group

Vendors need more than just collaboration platforms; they need insights and strategies to make the tools more effective. The number of p artners using tools provided by channel programs is also increasing. Automation and systems aren’t useful without a strategy and intent.