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.

Feb 9, 2018
3 Strategies to Find the Right Channel Partners

Having the right channel partner program starts with getting the right partners and then making sure you really understand their business requirements and priorities. Have a Robust Partner Profile The best way to get the right partners is to make sure you have a well-defined idea of your ideal channel partner, and then vet prospective […]

Partner Recruiting, Partner Relationships
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
Jul 24, 2015
Do you know the Secret Sauce in Channel Manager Success?

In the ever-present drive to grow the channel, it’s easy to lose sight of the forest for the trees. Our goals are usually expressed in numbers, and in the push to reach them, we get focused on moving the needle, completing the task, getting the result. But true success comes from remembering that your partner […]

Channel Marketing Strategy, Channel Success
Mar 13, 2012
The Beauty of the “Ready, Aim, Fire” Approach to Building Your Channel

This bounces off the post we wrote last week, where we explained the three things to consider before shopping for a channel solution. Not getting ready before moving to the “aim” and “fire” phases may be the most common reason for the failure of an indirect channel marketing strategy. You can invest the time now […]

Channel Management, Channel Marketing Strategy, Channel Success, Indirect Sales Channel
Feb 28, 2012
Building the Partner Relationship: It’s a Lot Like Dating

For the sake of this post, let’s assume you’ve already looked carefully at your company’s situation and determined it is, in fact, the right time to start selling through the channel (or you might want to read my previous post, “Are You Ready to Dive into the Channel?”). Now it’s time to find the right […]

Channel Success, Partner Recruiting, PRM (Partner Relationship Management)
Feb 15, 2012
Which Comes First – Lead Generation or Partner Recruitment?

“I want to be working with a channel, but which should I be doing first?” This question comes up regularly on LinkedIn groups. It may sound like a chicken and egg question: How do you service leads without partners, and how do you engage your partners without leads? The fact is you need to be […]

Partner Recruiting, PRM (Partner Relationship Management)
Feb 7, 2012
5 Steps to Finding the Right Channel Marketing Manager

Finding the right channel marketing manager is crucial for the success of your partner program. But recruiting for a channel marketing manager can be a challenge. You probably already noticed the channel marketing manager position isn’t a pure marketing role. To create the most compelling partner marketing campaigns, channel marketing managers need experience both in […]

Channel Management, Channel Success