Friday’s Channeltivity Release: Admin, Data & Security Improvements

Our 4.4.0 release will be going live tomorrow Friday, November 9th. It focuses on security and increased usability and data consistency in the Admin module. Here’s a …

Published November 8, 2012

Why Your Partners May Not Be Using Your Marketing Materials

Partners often opt to go it alone in their marketing efforts, foregoing the benefit of vendor product expertise, marketing collateral and support. This seems like a waste …

Published September 13, 2012

Canaries in the Coal Mine

Canaries in the Coal Mine – Apparently Minor Issues That Quickly Become Revenue and Market Share Problems Keep an eye on these dead canaries to detect problems …

Published August 15, 2012

Breaking Up Is Hard To Do

How to Identify Partners Who Are Reaching the End of Their Lifecycle It can be hard to say good-bye, but in the same way products have a …

Published August 9, 2012

Risks of the Recurring Revenue Model in the Channel Partner Relationship

The old transactional model of selling a solution, closing the deal and moving on to the next customer is evolving. The recurring revenue model relies on ongoing …

Published August 2, 2012

To Build or To Buy a Partner Relationship Management System

With the state of the economy, people are tending to be more conservative with their expenditures (as they should be) and this may mean tackling more projects …

Published July 24, 2012

Determining the ROI of Your Channel

Everyone is looking to get an ROI read on their indirect sales channel, especially those organizations that are just starting out with a partner program. If you’ve …

Published July 18, 2012

What You Don’t Know CAN Hurt You

Lack of visibility into the channel is one of the most common contributors to a failed indirect sales initiative. There’s no way around it: you can’t manage …

Published July 9, 2012

Smash those Silos from Your Indirect Sales Channel

Silos have their use – if you’re a farmer – but you don’t want them in your channel. The more obstacles between vendors, partners and their marketing …

Published June 20, 2012

Part 2 of Structuring a Partner Program

  A poorly designed incentive program can create some pretty counterproductive behaviors in your channel partners. See last week’s blog post for some of those pitfalls, and …

Published June 13, 2012