Category Archives: Channel Management

Joint Business Planning: A Myth or Necessity?

Posted April 10, 2012 by Melanie Stout

I bet you’re hoping I’m going to say “myth.” No one likes planning, right? But we might as well face facts: joint planning with partners is a critical best practice, and vendors that make the effort are much better positioned … Continue reading →

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How to Minimize Indirect Sales Channel Conflict

Posted March 28, 2012 by Melanie Stout

Notice the title isn’t “How to Prevent Indirect Sales Channel Conflict.”  That’s because, unfortunately, conflict within a partner program is pretty much unavoidable. But accepting that on the front end makes it a lot easier to mitigate the negative effects. … Continue reading →

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The Beauty of the “Ready, Aim, Fire” Approach to Building Your Channel

Posted March 13, 2012 by Melanie Stout

This bounces off the post we wrote last week, where we explained the three things to consider before shopping for a channel solution. Not getting ready before moving to the “aim” and “fire” phases may be the most common reason … Continue reading →

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Three Things to Consider Before Shopping for a Channel Management Solution

Posted March 6, 2012 by Melanie Stout

Partner relationship management software can’t build your indirect sales channel by itself. It is, however, a very powerful tool to include in your detailed and thorough plan. So before you go looking for a channel solution, make sure you’re investing … Continue reading →

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How to Find the Right Channel Marketing Manager

Posted February 7, 2012 by Melanie Stout

Hiring the perfect candidate for the job is often a daunting task. When it comes to hiring a channel manager, you will be putting a key component of your business’s success in his or her hands, and this person will … Continue reading →

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