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. Sadly, many companies fail to achieve breakthrough success with their partners. The six disciplines of channel management.

How To Use Partner Enablement to Fuel A Successful Channel

PLM Alliances

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.


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Channel Marketing – Pandemic-Proof Tips and Tricks for IT Vendors


Thus, IT vendors and partners need only the best tools and strategies for channel marketing for a pandemic-proof business flow. Why Channel Marketing? The essence of channel marketing is to expand your sales force by finding the right and best partners.

A Channel Marketer’s Fantasy: Closed Loop ROI Management

Successful Channels

One of the biggest fears of a channel executive is making investment decisions with incomplete information on activities with uncertain forecasted outcomes. Until recently, true closed loop channel investment management has been a utopian state that is simply out of reach.

The Ultimate Partner Performance Dashboard

Successful Channels

Consolidated Channel Dashboards are as Rare as Some of the Greatest World Treasures: Channel executives have been searching for solutions to provide comprehensive dashboards for their partners and channel managers for many years unsuccessfully.

Four Channel Predictions For 2021

Channel Incentive Best Practices

As 2019 came to an end, most predictions of how the year would unfold for channel players focused on continuing automation and continued consolidation within and among channel players. What lessons did we learn in 2020 that will shape this year’s growth for channel players?

Your 2021 Channel Program built for More Successful Partnerships

Successful Channels

Designing an indirect channel program that will motivate your partners to invest in your brand is difficult. Many well-intended channel programs fail to build strong relationships because they fail to address the things that your partner’s value most.

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. All your partnerships can be as good as donuts and coffee, or any of these examples above if both parties are committed to each other’s success.

The Must-Have ROI of PRM


With 64% of sales going through the channel * , a PRM solution has become as fundamental a business tool requirement as your accounting or CRM solution. Can you run a channel without one? As any channel manager will tell you, the number of hats required to run a program are numerous.

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.

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. You need to define success clearly and explicitly to see the results you want.

Channel Sales Fundamentals And The Best Channel Sales Strategies


Channel Sales Fundamentals. Selling products requires two strategies namely: channel sales and direct sales. If you need to incorporate a scalable model that can grow with your company, then channel sales may just be the answer you are looking for. What are Channel Sales?

Train Partners Effectively and They Will Reward You


A strong channel partner training program is key to a successful channel program. . Even your most seasoned partners will need key details and training on your products and solutions to be successful. What are our channel partner training objectives?

Our 5-Step Solution for Your Partner Recruitment Woes

PLM Alliances

Business model and technology shifts are occurring rapidly and channel programs need to react accordingly. The key to any successful channel recruitment effort is having the right approach. We’ve identified 5 key elements that make up a successful partner recruitment game plan.

How to Convert MQL to a Sale – The Fundamentals that Sponsors Should Know – Part 1


On top of that, the community has successfully connected IT vendors and MSPs in the past five years. Thus, it is the best way to establish a successful channel, first by getting quality hand-raises. How to convert MQL to a sale?

Why Your Partner Planning Process May be a Train Wreck & How to Get Back on Track

Successful Channels

Typically, the only part of joint business planning that is “joint” is done with a vendor channel account manager. Why do partners dread business planning with their vendor teams? Because it is one of the most unsatisfactory, waste-of-time activities they participate in every year.

You’ll Never Do Channel Sales Enablement the Old Way Ever Again

Successful Channels

Top channel executives agree that sales enablement of your channel team is one of the most important things to improve revenue growth. Of your channel program budget, 11% should be spent partner education, training, and enablement.