Building a successful reseller channel and continuing to grow it and dial up its performance requires planning, disciplined execution and constant analysis. One of the greatest thinkers of our time Buckminster Fuller, once said, "If you want to change people's behaviors, don't bother teaching them. Provide them the tools, the use of which will cause...

With the growth of the channel in the upcoming years, businesses need to build up their channel programs and establish partnerships to drive indirect sales. The challenge that most vendors face is how to accommodate and maintain the larger networks of partnerships and communication across the expanding channel. Many successful businesses have implemented a Partner Relationship Management (PRM) system to manage their complex ecosystem of partnerships and continue the flow of communication. As the channel grows, businesses will need to develop a strong channel presence to be successful.