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.
Top 3 Things That Help Partners Sell Better
There are three questions every channel partner should be able to answer in their sleep about your company and its offering: 1.) Who you are, what you do, the problem you solve. Conciseness is memorable. Can you get the answers to these three questions pared down to a single 20-word statement? Channel managers and anyone […]
How Channel Managers Generate More Sales
Channel managers in growing companies have huge demands on their time, but trying to stay in front of partners and customers to support increased sales should be their first priority. However, too often, they’re anchored to their computer, trying to make sense of obscure or erratic sales data. A channel manager stuck in their office […]
Get Ready for 2013: 3 Reasons a PRM Investment Fails
Companies are doing amazing things with PRM software and it can be tempting to jump right in, to just buy a program and get going – especially around the New Year when we’re all looking for ways to streamline business and improve productivity. But just jumping in without taking the proper precautions is going to […]
Release: Biz Plan Export, Forum Search & More
Our next release will be going live tomorrow Tuesday, December 4th. Here are the key improvements.
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 breakdown of key improvements:
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 from the vendor perspective, but consider the number of portals and tools you offer as a supplier – and then multiply that number by every supplier a partner […]
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 before they start killing sales. 1. Small Declines in Customer Satisfaction These could be due to issues on the vendor’s or the partner’s side. Dissatisfaction could be with […]
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 lifecycle, partner-vendor relationships do, too. Ending the relationship gracefully—without burning bridges or losing customers—can be a challenge. In some cases, even knowing whether or not to break up […]
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 relationships with customers that your partners need to be ready to service—and that you need to be able to track how well they’re servicing. The ability to transition […]
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 yourself and becoming a real DIY’er. Your Partner Relationship Management System is an excellent example. When it comes to updating your home, doing it yourself can easily be the […]