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

The 7 Habits of Highly Successful Channel Partner Programs

Impartner

Sales and marketing teams are evolving their strategies to keep up with changing customer behaviors, and the channel is a critical part of this evolution. To be successful, a channel needs to evolve from operating as a traditional partner program to performing as a partner ecosystem.

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

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.

Partner Onboarding Best Practices for a Successful Channel Program

Impartner

Thus, taking advantage of this opportunity to engage with partners at the very start of the relationship can help increase channel marketing revenue at a faster rate. All this leads to loss in sales opportunities and potential revenue, which means less growth through your channel.

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.

It is Time to Transform the Channel Industry

Successful Channels

Why not take this opportunity to transform how we do business with our channel partners? Today, most brands only scratch the surface of the potential for their channel. But there is an innovative approach just available to completely transform the way channel partnerships are managed.

Is it Worth Doing Business Plans and QBRs with your Partners?

Successful Channels

Your partners are fighting the battle of success and how to compete and need help to organize their arrows and to manage the troubles of the marketplace. How to you Build More Successful Partnerships with Planning? CAMs: Do you have channel managers in your organization?

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.

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.

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.

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.

The 3 Biggest Lies Channel Executives Tell Themselves Every Year

Successful Channels

The same is true for channel executives as they assess where they are at the end of the year and prioritize what is needed to a meet their sales goals for the next year. The questions that channel executives ask themselves are: Is it worth doing?

Why have VPs of Channel Sales Forgotten Best Practices Validated Over 160 Years Ago

Successful Channels

Isaac Singer needed to create an entirely new channel to represent, demonstrate, sell and service his invention to a yet-to-be-developed consumer and small business sewing market. Dealers were motivated, committed, and invested in growth because they were successful.

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. IPED Consulting cites that channel investment in training must be a significant portion of any channel program: Your overall channel program budget should be 20% of your overall channel revenues. Of your channel program budget, 11% should be spent partner education, training, and enablement.

Transform Your Channel Managers to Rock Star Legends for Their Partner

Successful Channels

Are you ready to help make your channel managers as beloved by their partners as their favorite rock stars? Just imagine the cheers and the concert lighters (or concert lighter apps) glowing in adoration for your channel managers as they roll into your partner’s offices for business planning , scorecarding and QBR work-sessions. Your partners will be queuing up outside your office waiting for a chance to meet with channel managers who have new superstar appeal.

How Super CAMs Can Create the Perfect Sales / Enablement Balance in 2018

Successful Channels

The tension between short-term channel sales target achievement and medium-term partner enablement has never been greater. At the end of 2017, I overheard a VP of channel sales saying to his CAM team “you can invest in enabling your partners as long as you are achieving your sales targets.”.

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. At Successful Channels, we know that channel managers and partners that build plans using our professional, guided, and integrated joint planning & QBR tools generate between 10-25%+ growth vs. prior year. Why do partners dread business planning with their vendor teams?

Successful Partnering is More about People than Programs

Successful Channels

Any program that is successful in building mutual commitment and investment is one that is aligned with the needs of all key people within a partner organization. These individuals in sales, technical sales, marketing, engineering, professional services and senior management are more interested in working with companies that invest time in understanding their needs and building a deep, mutually agreed-upon, personal success plan for each role and each person in their organization.

Less is More when it Comes to Partner Business Planning and QBRs

Successful Channels

Every channel leader is looking to generate greater commitments from their business partners, resellers, and agents to invest in and grow their brand. The challenge most channel teams struggle with is to build a partner’s enthusiasm and energy behind a sales and growth strategy to build business. The problem is that most partner business planning processes are too time consuming, not integrated with data, and not very satisfactory for either partners or channel managers.

RIP Platinum, Gold, and Silver Partner Programs – the New Model is Here

Successful Channels

Channel partners have proven to be remarkable change-agents, both in front of their customers and inside their own businesses. Starting from the first disconnected PCs to the recent highly-publicized ransomware attacks, channel partners have transitioned their skills to dozens of new technology opportunities. Led by CIOs and IT departments, channel partners and vendors have fine-tuned their product and messaging mix to capitalize on this customer buying journey.

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. Channel Chats Episode 3: How Cloud is Changing Partner Relationships.

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.

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. Channel Chats Episode 3: How Cloud is Changing Partner Relationships.

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.

3 Easy Steps to Attracting and Retaining Channel Partners

Magnetrix

Running a business can be quite the challenge, especially when your business depends on channel partners to drive revenue. It can also be difficult to find channel partners who commit to your business and bring ROI. Step 3: Building your channel partner base.

4 Channel Program Practices that Save Time, Money, and Headache

Chaneltivity

Our experience has revealed a handful of best practices that will help you build a successful channel program and avoid missteps. The post 4 Channel Program Practices that Save Time, Money, and Headache appeared first on Channeltivity.

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.

Balancing Functionality and Aesthetics in Your PRM Portal

Chaneltivity

Based on our experience working with over a hundred successful channel programs, there are two areas where spending extra time thinking about the design of your PRM portal is beneficial: Overall portal design. “Design is a balance between form and function… it takes two.”

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.

Guiding Principles for a Successful MDF Program

Channel Incentive Best Practices

How successful is your MDF Program? Nevertheless, there is one variable that all channel marketers have in common; the need to track the Return On Investment from their MDF program. – Overall program alignment with company’s channel strategy.

Build Lasting Relationships With Your Channel Partners

Chaneltivity

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. You need to make sure your communication delivers value or is necessary for your partner’s success.

Elevate Your Partner Program

Chaneltivity

Maybe you just started your channel program, or you are a seasoned channel professional taking on new projects; the tips in this article will allow you to meet your goals faster. As you build a successful channel program, you will need to have a vision for your partners.

Measuring Partner Success

Channel Incentive Best Practices

To enable success, you must first be able to measure it. So when it comes to measuring partner success in the channel, what are the metrics? Measuring partner success comes after first establishing what that looks like to all parties. 10 KPI’s for Today’s Channel.

The Partner/Channel Manager Role—and How It's Changed In The Last 10 Years

CoSell

These days, we’re hearing how many partner/channel managers feel pressure to drive sales directly. Traditional Partner/Channel Manager In the traditional role, a channel manager was a business consultant. The goal was clear: to enable channel partners to make more sales.

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

ForzaDash

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.

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

ForzaDash

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.

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?

What Does Partner Success Look Like?

Channel Incentive Best Practices

In the channel, the partnership between vendor, partner and customer is critical. However, everybody has a different idea of what constitutes a successful relationship. What does partner success look like? Definition of Partner Success. appeared first on Channel Mechanics.