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.

Jul 10, 2017
Should you Break up with your Partners? 4 Indicators it is Time to Say Goodbye

  They say breaking up is hard to do, it can be even harder when you have put time and resources into recruiting your channel. Recruiting partners is an essential part of every channel program and a hard thing to get perfect right out of the gate. It takes time to hone in on the […]

Channel Management, Partner Recruiting, Partner Relationships
Jun 27, 2017
Top Channel Partner Recruitment Considerations for Success

Channel partner recruitment is a critical component of any successful channel program, and it starts with a shift away from thinking of it as a launch activity. Good reseller recruitment starts with a well thought out and tested process. When your program is new, you need to start with some assumptions regarding what your ideal […]

Partner Recruiting
Jun 26, 2017
Release: Email notifications digest & Salesforce improvements

We launched several new features and improvements this week. We have streamlined email notifications with an email notifications digest. We’ve also improved the Email and Integration Logs by making entries more relevant and adding tools to manage them more effectively. Discover more about these new features and others below: Email Notifications Digest If you have […]

Release Notes
May 17, 2017
The Salesforce.com Admin Guide to PRM

Your channel team has told you they need a tool to support partners and it needs to integrate with your Salesforce.com implementation. As the Salesforce Administrator for your company, you need to be included in this decision. Having a Partner Relationship Management solution (PRM) seamlessly integrate with your Salesforce implementation is critical to a channel […]

PRM (Partner Relationship Management)
May 11, 2017
Creating A Kick Butt Partner Recruitment Process

Partner recruitment is a critical component of any successful channel program, and it starts with a shift away from thinking of partner recruitment as a launch activity. Good recruitment starts with a well thought out and tested recruitment process.  When your program is new, you need to start with some assumptions regarding what your ideal […]

Partner Recruiting
May 10, 2017
New Features: Activity Reports, UI Walkthrough & more

We recently launched several new features, including three brand new activity reports that provide detailed and summarized data on your User’s activity in your partner portal: Activity Reports There are three new administrative reports on portal activity: The “User Login Report” shows a list of all Channeltivity logins The “User Activity Report” shows a total […]

Our PRM Product, Release Notes
Apr 12, 2017
4 Things Your Partner Relationship Management Solution Shouldn’t Do

  Partner Relationship Management (PRM) systems offer a rich collection of core functionality that is the backbone of a channel program, including recruiting tools, your partner portal, deal registration, lead management, MDF and more. But sometimes the needs of a channel program go beyond the functionality traditionally offered by a PRM solution. Whenever you ask […]

Channel Management, PRM (Partner Relationship Management)
Mar 28, 2017
3 Partner Training Misconceptions

Today, we’re going to clear up three common misconceptions that get in the way of creating an effective partner training program. Effective training is at the core of partner success. The key to that success is knowing what type of training partners need and the most efficient way to deliver it. Let’s start by clearing […]

Channel Management, Channel Success, Indirect Sales Channel, Partner Lifecycle
Mar 22, 2017
6 PRM Landmines to Avoid in your Partner Program

Over the years we have worked with partner programs of all sizes and configurations, and have been asked how to accomplish a multitude of things within our Partner Relationship Management (PRM) solution. Through hundreds of successful PRM installations, we have proven what works and, often most importantly, what doesn’t. Usually, the destructive practices that get […]

Channel Success
Feb 26, 2017
What Does a Hamster Have to do with Good Partner Content?

Channel content creation is often the Achilles heel of a partner program. Providing partners the right content is a key program foundation piece, but partner content needs to be just that; PARTNER CONTENT. Partners need content focused on helping them understand and sell your solutions. When creating content put yourself in your partners’ shoes. Think […]

Channel Management, Channel Success