The Beauty of the “Ready, Aim, Fire” Approach to Building Your Channel

This bounces off the post we wrote last week, where we explained the three things to consider before shopping for a channel solution. Not getting ready before …

Published March 13, 2012

Three Things to Consider Before Shopping for a Channel Management Solution

Partner relationship management software can’t build your indirect sales channel by itself. It is, however, a very powerful tool to include in your detailed and thorough plan. …

Published March 6, 2012

Building the Partner Relationship: It’s a Lot Like Dating

For the sake of this post, let’s assume you’ve already looked carefully at your company’s situation and determined it is, in fact, the right time to start …

Published February 28, 2012

Which Comes First – Lead Generation or Partner Recruitment?

“I want to be working with a channel, but which should I be doing first?” This question comes up regularly on LinkedIn groups. It may sound like …

Published February 15, 2012

How to Find the Right Channel Marketing Manager

What does a Channel Marketing Manager Do? Before you can hire the right person, first have an understanding of that person’s job responsibilities. Usually a Channel Marketing Manager …

Published February 7, 2012

Are You Ready to Dive Into the Channel?

Using the channel model as part of an overall sales and growth strategy is a hot topic—unfortunately in a lot of cases for the wrong reasons. I’d …

Published January 31, 2012

Can you give me an ROI on a PRM System?

This is a question I get from about 1 in every 10 prospects. Its usually coming from their upper management (who I like to call: the economic …

Published December 9, 2011

The Number One Reason Channel Partners Will Sell Your Product

When sales management is easier for the channel, it’s easier for you too. Creating and implementing an effective, streamlined process for leveraging your channel partners is the best way to let them make your company successful.

Published December 7, 2011

Is Your Channel Too Much to Handle?

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.

Published July 6, 2011

Top 3 Channel Mistakes and how to avoid them

If you are a channel professional trying to make a difference in your organization, and finding it hard to get support at the executive level, Check out …

Published April 6, 2011