Structuring a Partner Program to Get the Partner Behaviors You Want Part 1

If you’ve ever had a spiff program not work the way you’d hoped, you already know that partners can behave in completely unexpected ways… Or are they …

Published June 6, 2012

Channel Sales Visibility Helps You Beat the Competition

The law of the jungle is survival of the fittest, and few jungles are as competitive as indirect channel sales.  Someone else will eat your lunch if …

Published May 30, 2012

How to Increase Deal Registration

Deal registrations are the key to channel visibility and, therefore, to accurate channel sales projections. The first key to getting partners to register their deals is to …

Published May 17, 2012

The Channel as Search Engine Optimizer

Five Steps for Dominating SEO Using Your Channel Lets face it: The reason you build a reseller channel is to accelerate your company’s sales ten times faster …

Published May 10, 2012

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 …

Published May 3, 2012

The Truth about the Magic Hockey Stick

It looks so nice on the channel partner revenue graph — a line inclines gradually for a year or so, and then makes a sharp upward turn, …

Published April 27, 2012

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 …

Published April 19, 2012

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 …

Published April 10, 2012

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 …

Published April 3, 2012

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 …

Published March 28, 2012