Blog - Channel Management
Our articles in the channel management category cover best practices, how-to guides, and expert advice on how to manage a successful channel. Whether you’re just starting out in partnerships or are a long-time channel veteran, we’re sure you’ll find helpful information to further your career.
Make sure to also check out our standalone guide on channel management software.
How to Boost Partner Engagement with Event Based Email
New partners are usually pretty engaged. When they first start working with you, they’ve got new products to promote and new opportunities to pursue. Hopefully you’ve done some joint planning and everyone’s energized and focused on common goals. But as time goes on, partners may begin to lose interest as other new vendors and opportunities […]
Channel Strategy and Corporate Strategy Alignment
Does your channel management strategy reflect the larger goals of your company? With the demands of day-to-day responsibilities it’s easy to lose sight of the big picture. It’s important though to take a step back and consider whether the channel is positioned to actually support your company’s wider corporate strategy.
Want True Partnerships? Joint Planning Is Critical: via Channel Partners
Jason Jacobs, CEO of Channeltivity, recently published a guest blog post at Channel Partners online titled: Want True Partnerships? Joint Planning Is Critical. “Channel partner reps are measured by their ability to meet the revenue objectives and targets established by that business plan. How will you help with the success of these plans?” Read the full article here. […]
Your Channel Program isn’t the Field of Dreams
Forget ‘If you build it, they will come.’ It simply isn’t true. We’ve talked before about the importance of a strong recruitment process. But the process of getting resellers to become your partner (or to get them to see more of your products, in the case of an existing partner) starts long before they even […]
How to Ramp up More Partners Faster, Pt. 2
tFinding the right partners, getting them signed on and ramped up – and doing it quickly and effectively – is critical to successfully launching the channel. We’ve worked closely with dozens of companies looking to grow their channel and have noticed differences between the companies that make it and those that don’t. In general, the […]
How to Ramp Up More Partners Faster, Part 1
If you’re looking to accelerate your recruiting and partner on-boarding processes, you can learn a lot from Lauren Robinette, Channel Rockstar and a business development professional in high tech. Charged with quickly building a global enterprise partner channel from scratch for Samsung, she signed up 250 global partners in only 6 months. The Shift from Sales […]
CEOs: Don’t Make this Mistake when Launching Your Channel
In the last six years I’ve been running Channeltivity, I’ve had the pleasure of talking to or doing business with hundreds of channel professionals. Through those conversations, I’ve heard stories of success and stories of failure in the channel. The CEOs that hire a channel leader based on the same criteria that they use for […]
Still Using your CRM to Manage Channel Sales?
CRM programs like Salesforce.com should serve as the system of record for your company, but trying to create a makeshift partner management (PRM) tool with something designed for direct sales management will only create frustration and perpetuate an ineffective process. It’s going to run sub-optimally and performance will be limited. Here’s why: Partners and customers […]
Effective Partner Recruitment How To: Part 2
Now that you understand your geographic requirements and you’ve figured out what your ideal partner looks like (see previous post), it’s time to think about how to recruit the right partners. The partner recruitment process is similar to a sales process: you need to know how partner candidates are progressing at any given time. A […]
Effective Partner Recruitment How To:Part 1
Effectively recruiting the right partners is a critical component to any successful channel program, and it starts with a shift away from thinking of partner recruitment as a launch activity. Good recruitment starts with a well thought out and tested recruitment process. When your program is new, you need to start with some assumptions regarding […]
