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Category Archives: PRM (Partner Relationship Management)
More MPG: Three Things You Can Do to Make Your Channel Program More Efficient
If you’ve been reading this blog for a while, you know that launching an indirect channel sales program is a significant undertaking requiring a major investment of time and budget. How do you make sure you’re maximizing your chances this … Continue reading
How Do Your Partners Rate?
Let’s say you’re a VP of Sales and Marketing, and your CEO has asked you to come up with a list of your company’s top go-to-market partners within your indirect sales channel. How would you go about it? You can … Continue reading
Joint Business Planning: A Myth or Necessity?
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
FAQs About Partner Relationship Management (PRM)
Launching an indirect channel sales program is exciting, but I can tell by the questions I get from customers that this is an area that’s regularly underestimated in terms of planning and resources required. Here are some of the most … Continue reading
How to Minimize Indirect Sales Channel Conflict
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
Three Keys to Partner Engagement
I was recently asked by a new customer if we had any documentation or training materials for partners that would get them more engaged and keep their new Partner Portal top of mind. I thought about it, and responded, “No,” … Continue reading
Three Things to Consider Before Shopping for a Channel Management Solution
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
Building the Partner Relationship: It’s a Lot Like Dating
For the sake of this post, let’s assume you’ve already looked carefully at your company’s situation and determined it is, in fact, the right time to start selling through the channel (or you might want to read my previous post, … Continue reading
Which Comes First – Lead Generation or Partner Recruitment?
“I want to be working with a channel, but which should I be doing first?” This question comes up regularly on LinkedIn groups. It may sound like a chicken and egg question: How do you service leads without partners, and … Continue reading
Are You Ready to Dive Into the Channel?
Using the channel model as part of an overall sales and growth strategy is a hot topic—unfortunately in a lot of cases for the wrong reasons. I’d like to clear up a few misconceptions: It’s Not a Field of Dreams … Continue reading