Channel Management Blog
Our blog features channel management tips, best practices and expert insights to help you get the most out of your PRM and create a successful partner program.
Business Planning for Planning Channel Success
Winston Churchill once said, “He who fails to plan is planning to fail.” Without a proper business plan in place, how do we know what to expect in our channel? What will we subsequently have to compare for future reference? Failing to create a distinct business plan with your channel partners leaves them with little […]
Answering “Where Do I Begin?” When Starting a Channel Partner Program
Building a channel partner program can be one of the most rewarding aspects to a business organization, with potential of driving revenues higher than with your internal sales team. However, it can also be a nightmare without the right strategies, tools and people in place. Here at Channeltivity we specialize in creating a PRM solution […]
A Prettier Partner Portal Won’t Determine Your Channel Program Success
It’s easy to see why one of the most common concerns from people new to the PRM world revolves around the aesthetics of a portal. More often than not it’s the marketing people who are building out the instance, so it comes as no surprise that they are concerned with layout, colors, and where their […]
How Do I Know If It’s Time for Deal Registration Integration Into My CRM?
During almost every demo I do for someone here at Channeltivity, I get a question regarding what CRM integrations we offer. Managing channel partners who are unable to access your CRM makes it more difficult to track every move they make. Integrations into software like Salesforce give us the opportunity to monitor the actions of […]
Leverage Your Channel Partner’s Social Network
Vendors often assume channel partners aren’t taking advantage of social media. But spend a few minutes on LinkedIn or Twitter and you’ll see most companies, no matter how small, are spending some time on social networks. And so are their – and your – customers. Social networks are opt-in and exist more on trust than […]
Release: Partner Profiles & More
Our next release will be going live this Monday, February 4th. Here are the key improvements:
How to Make Rain in the Cloud
In terms of channel management, the cloud creates new waves in the vendor-partner relationship that can capsize profitability. The old ways of operating aren’t cutting it anymore. Now anyone can go to Amazon and just buy some space in the cloud – but then what? How does that become an offering? How do you create […]
Channel Management Best Practices: Avoid Playing Telephone with the End Customer
The children’s game “telephone” illustrates how a message can get mangled as it passes from person to person. The lesson of the game is to be wary of a communication that comes in third-, fourth-, fifth-hand. Of course, that’s the nature of the channel. Your product has to reach the end customer via at least […]
The Best Way to Prevent Channel Conflict? Survey Says…
The 2112 Group’s survey of North American IT solution providers, service providers and telephone agents, shows that this group finds deal registration the most effective tool for maintaining fairness and consistent channel sales engagements with partners. In fact, deal registration ranked twice as effective as the next tool on the list, co-selling/co-management. What’s interesting here […]
Release: Email Log, Multi-Language Content & More
Our next release will be going live tomorrow Tuesday, January 8th. Here are the key improvements:
