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.
3 Strategies you Need 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 partner, and then vet prospective partners […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]