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.
What You Don’t Know CAN Hurt You
Lack of visibility into the channel is one of the most common contributors to a failed indirect sales initiative. There’s no way around it: you can’t manage in the dark, and you can’t build effective strategy on guesswork. When management lacks easy access to channel data—visibility into partners’ profiles, recruitment pipeline and partner performance, geographic […]
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 sales program is different, that wild success is inevitable—just get some partners and launch. But the fact is, […]
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 end makes it a lot easier to mitigate the negative effects. So the question then becomes, “How will you manage and minimize conflict within your channel […]
How to Find the Right Channel Marketing Manager
What does a Channel Marketing Manager Do? Before you can hire the right person, first have an understanding of that person’s job responsibilities. Usually a Channel Marketing Manager is going to responsible for developing, driving and implementing channel marketing activity all or a selected group of channel partners. The manager will have to work within your CRM […]