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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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.

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.

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.

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.

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.

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.

7 Steps to Building a Lucrative Channel Sales Strategy

Magnetrix

Channel sales slowed; or crashed; dramatically, and both vendors and channel partners found their established partner programs ill-equipped to cope with the fallout. Choosing the wrong channel partners can increase costs, limit revenue growth, and surrender market share to competitors.

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.

Impartner’s Big Funding Round Is Good News for PRM

Channel Insider

Impartner, a pure-play global leader in SaaS-based channel management solutions, announced a $50 million funding round last week, suggesting a bright future for channel management sales. Channel Management Drives Success.

Why Vendors Shouldn’t Ignore Content Syndication Tools

Mindmatrix

Selling via channel partners is complicated. Keeping channel partners engaged with the vendor’s brand and driving revenue from the channel ecosystem is challenging. Content syndication tools help vendors enable their channel ecosystem to engage in local marketing effectively.

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.

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.

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.

Are You Ready to Create a Channel Partner Program?

Phoenix Consulting Group

Are you an ISV partner looking to create a channel program to accelerate revenue? We’ve co-authored this blog and because there are a lot of moving parts in the process of creating a successful channel partner program, we will be discussing this topic through a series of articles.

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.

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.

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.

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?

Focus Incentives on Rewarding Channel Behavior, Not Sales

ITA Group

Focus Incentives on Rewarding Channel Behavior, Not Sales. Targeted incentives can be paramount to your success. For that reason, it's difficult for channel partners to not only picture the end result but also create an action plan that can deliver.

The Must-Have ROI of PRM

Chaneltivity

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.

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?

Leveraging Partners to Drive Strategic Value in 2022

Mindmatrix

Efforts to better utilize partners require that you do not forget that channel partners are very different from your internal direct sales teams. When it comes to making channel partnerships stronger, you have to start with the basics of partner education and training.

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.

Channel Sales Fundamentals And The Best Channel Sales Strategies

ForzaDash

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?

Digital Selling & The New Frontier of Software Sales: Behind Our Series B

Tackle.io

Establishing a successful Marketplace business, however, creates a need to align Marketplace sales to your existing sales operations process. We have identified a few key areas of innovation that will bring clarity to a seller’s path to Marketplace success. .

Top Channel Incentive Management Software of 2022

Channel Insider

With channel incentive management (CIM) software, organizations can establish and optimize rewards, rebates, promotions, and marketing programs to do just that. Here are the top channel incentive management vendors, what CIM software entails, and considerations for finding the right solution.

Channel Management – Top Management Secrets IT Sponsors Must Know

ForzaDash

Channel management is an important term that IT sponsors should know and understand. Successful IT vendors not only have the best information technology solutions for today’s businesses. They also have equally efficient MSP channel partners and systems to ensure continuing success.

4 Best Practices to Lay the Foundations for Your Channel Partnerships

Magnetrix

Table of contents: Introduction: 4 best practices to lay the foundations for your channel partnerships. Best practice 1: show your channel partners you’ve done the homework - show them a plan. Getting feedback from channel partners. Plan your channel strategy locally.

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

ForzaDash

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?

Train Partners Effectively and They Will Reward You

Chaneltivity

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. It’s about creating the right content that will enable your partners to be successful, delivered in a way that they’ll be willing to use. You want to make your partners as successful as possible as quickly as possible.

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?