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Featured Download: 5 Habits of Channel Manager Rock Stars
Channel manager Rock Stars are channel builders. They know how to sell, how to be strategic with partners and how to build an organization that will generate significant sales. Download our new ebook …
dana
September 18, 2015 • 1 min read
Featured Download: 5 Habits of Channel Manager Rock Stars
Trending Channel Topics
Partner Engagement: What it is and ways to improve it
Partner Engagement: What it is and ways to improve it
Learn practical ways to strengthen partner engagement through better recruitment, enablement, incentives, communication, and feedback.
Read moreWhere to find new B2B Saas Partners in 2026
Where to find new B2B Saas Partners in 2026
Discover practical strategies for finding and recruiting high-value partners that can strengthen your ecosystem and drive sustainable growth in 2026.
Read moreWhat Is a Self-Service PRM?
What Is a Self-Service PRM?
A self-service PRM is key to scaling your partner program. Learn what benefits you can look forward to and how to pick the right one.
Read moreChannel Relationships: The Secret Sauce for Success
Channel Relationships: The Secret Sauce for Success
True channel marketing success comes from emphasizing channel relationships, because your partner organizations are made up of people.…
dana • 2 min read
Channel Manager Software Can’t Take the Place of Human Interaction
Channel Manager Software Can’t Take the Place of Human Interaction
No matter how good channel manager software gets, if you put your technology between you and your partners, you’re maybe being more efficient, but it’s efficiency in a penny-wise-and-pound-foolish ki…
dana • 2 min read
Determining the ROI of Your Channel
Determining the ROI of Your Channel
Everyone is looking to get an ROI read on their indirect sales channel, especially those organizations that are just starting out with a partner program. If you’ve been tasked with managing this initi…
melanie • 3 min read
Structuring a Partner Program to Get the Partner Behaviors You Want Part 1
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 really that unexpected? With a little forethought,…
melanie • 2 min read
How to Increase Deal Registration
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 acknowledge this value propo…
melanie • 2 min read
The Channel as Search Engine Optimizer
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 than you could by building a direct sales …
melanie • 3 min read
The Truth about the Magic Hockey Stick
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, the shape of a hockey stick. Everyone thinks their indirect sale…
melanie • 3 min read
Joint Business Planning: A Myth or Necessity?
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 critical best practice, and vendors that make the effort a…
melanie • 2 min read
FAQs About Partner Relationship Management (PRM)
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 in terms of planning and resources re…
melanie • 3 min read
How to Minimize Indirect Sales Channel Conflict
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 the front e…
melanie • 3 min read
Three Keys to Partner Engagement
Three Keys to Partner Engagement
I was recently asked by a new customer if we had any documentation or training materials for partners that would get them more engaged and keep their new Partner Portal top of mind. I thought about it…
jason • 2 min read