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.

Apr 15, 2015
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 kind of way. Channel Manager Software Doesn’t Let You Outsource a Personal Relationship Companies should implement channel management/PRM and CRM tools to see trends and to know where […]

Channel Management, Channel Success, Partner Relationships
Oct 8, 2014
Best Practices for Business Planning in the Channel

No one likes planning, right? But we might as well face facts: joint planning with partners as part of your channel management strategy is a critical best practice, and vendors that make the effort are much better positioned to have a successful channel. Here are three key practices for doing the planning in a way […]

Channel Management, Channel Marketing Strategy, Deal Registration
Aug 4, 2014
Gamification? How About Generating Channel Sales Instead

In the channel management world, it’s a shame how much energy goes into gamification. All that energy does is focus attention away from the whole point of having a channel: generating sales.

Channel Marketing Strategy, Channel Success, Partner Incentive Programs
Jul 21, 2014
The Real Secret to Scaling: Meaningful Metrics, Pt. 2

Setting up partner key performance indicators (KPIs), vendors can get bogged down in measuring things that are subjective, hard to quantify and even a little beside the point – engagement, for example. The most effective KPIs focus on the ultimate outcome you want, which is sales. What Are the Characteristics of the Ideal Partner? To […]

Channel Management, Channel Success, Partner Relationships