PLM Alliances
JUNE 8, 2020
Build your partner planning framework. Partner planning aims to have the right quantity of products in the right places at the right times to satisfy customer demand in an efficient, cost-effective manner. While the concept seems elementary on the surface, the complexity arises once you dig deeper. A channel leader must review their partner plan to ensure the strategy aligns with the company’s desired business outcomes.
Dinkel Business Development
JUNE 8, 2020
I participated in a panel discussion not too long ago with a colleague that has a local marketing firm. We were addressing a specific industry group about marketing and business development tactics and how they’ve changed during the pandemic. We talked a lot about adjusting your marketing tactics, going virtual with events, building your relationships with COI’s but then one common theme we both kept coming back to was planning.
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PLM Alliances
JUNE 8, 2020
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. Creating a truly effective value proposition. Developing a targeted approach to find the partners your channel needs. Profiling your partners effectively to recruit more effectively.
PLM Alliances
JUNE 8, 2020
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? A robust partner scoring method helps you understand partner strengths and weaknesses and increase return on each one. Partner scoring helps you: Manage your portfolio of partners. Best select who to manage.
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Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
PLM Alliances
JUNE 8, 2020
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. Having a useful partner capacity planning model is a critical tool for making that happen.
Partnership Management Hub brings together the best content for partnership management and strategic alliance professionals from the widest variety of industry thought leaders.
PLM Alliances
JUNE 8, 2020
Channel partner incentives are often the largest single channel management spend for many channel leaders today and they raise a myriad of challenges. The first challenge is the pressure from the finance executives to meet cost of sales objectives that limit your ability to invest, even when it seems to make sense. Second is pressure from the product teams to create incentives that help new products expand, scale existing products or keep a legacy product relevant in the market longer.
PLM Alliances
JUNE 8, 2020
A widespread problem with a partner channel is lower than expected revenue growth or inconsistent returns from your partners. In cases like this, the culprit may be what you are doing or not doing to enable your partners success. Ultimately, your job as a channel leader is to create an environment where your partners are motivated to work to your strategic goals, and enabled in a way that will make them successful.
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