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.

May 17, 2017
The Admin Guide to PRM

Your channel team has told you they need a tool to support partners and it needs to integrate with your 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)
Jan 23, 2017
Hello 2017: 4 Considerations for a Successful New Channel Year

By: Raegan Wilson 2017 brings the opportunity to set goals and reflect on the accomplishments of the previous year. How did your program perform in 2016? What can you improve in 2017? If you haven’t already, take some time and think back to the goals you set in 2016. Identify the 2-3 major program successes […]

Channel Marketing Strategy, Channel Success
Sep 8, 2016
It’s as Easy as Click to Contract Management

Lauren Robinette had a goal to bring on 250 new partners for Samsung. The channel professional, named one of the top 2015 Channel Chiefs, had only six months and needed a way to quickly and efficiently accept 65 contracts with sales organizations around the world. She developed a contract management approval process and worked with […]

Partner Recruiting, Partner Relationship Management System
Dec 16, 2015
Effective Partner Recruitment How To: Part 2

Now that you understand your geographic requirements and you’ve figured out what your ideal partner looks like (see previous post), it’s time to think about how to recruit the right partners. The partner recruitment process is similar to a sales process: you need to know how partner candidates are progressing at any given time. A […]

Channel Management, Partner Recruiting
Oct 21, 2015
The Future of Channel Management

When it comes to the technology you use for your channel management, it’s easy for a channel manager to get overwhelmed with options. We recommend reading Jay McBain’s newest blog post: The Channel Technology Stack – Future of Channel Management. As Jay explains in his post, “The channel technology landscape is rapidly evolving, with dozens of […]

Channel Management, PRM (Partner Relationship Management)
Oct 14, 2015
Don’t be ‘That Vendor’ with your Channel Partner

Ever go on a date, or meet someone new that doesn’t know how to read the clues? They over-text, over-email and generally over communicate. They come off as needy, even desperate and the last thing you want to do is engage for fear of encouraging them. On the flip side is the person that sounds […]

Channel Management, Channel Success, Partner Relationship Management System
Oct 2, 2015
Partner Relationship Management Budgets: Get the Funds You Need

The ability to get budget for partner relationship management software is a key skill for any channel decision maker. Here are three tips to get your channel program the funds for the tools it needs. Communicate Channel Needs Clearly During the partner relationship management budgeting process, it’s critical that you become fluent at explaining in […]

Channel Management, Channel Success, PRM (Partner Relationship Management)
Aug 5, 2015
5 Reasons Channel Managers Don’t Need a Mobile Strategy

Over the past two years all the buzz in the channel has been about having a mobile strategy. Mobile is the latest in a long line of shiny new things that seem to surface every other year, promising to “engage the channel”. Most people I talk to about “Mobile” cite statistics about the number of […]

Channel Marketing Strategy, Channel Success
Jul 14, 2015
Don’t Select a New Channel Partner Without Reading This

Here’s a question to think about before you invest in a new channel partner: who else are they working with? A prospective partner’s current vendor list can provide some interesting insight into whether or not the two of you will make a profitable match. Are the other vendors complementary to your offering or are they […]

Channel Management, Partner Recruiting, Partner Relationships
Jun 15, 2015
CRM Software Blog: Improve Access to the End Customer

Channeltivity’s article, Three Ways to Get More Access to the End Customer was recently published on Click through to read how selling via channel management means less direct contact with your end customer, but there are still plenty of ways to improve access to the customer insights necessary to compete effectively and win more business.

Channel Management, Indirect Sales Channel