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.
Your Channel Program isn’t the Field of Dreams
Forget ‘If you build it, they will come.’ It simply isn’t true. We’ve talked before about the importance of a strong recruitment process. But the process of getting resellers to become your partner (or to get them to see more of your products, in the case of an existing partner) starts long before they even […]
How to Ramp up More Partners Faster, Pt. 2
tFinding the right partners, getting them signed on and ramped up – and doing it quickly and effectively – is critical to successfully launching the channel. We’ve worked closely with dozens of companies looking to grow their channel and have noticed differences between the companies that make it and those that don’t. In general, the […]
How to Ramp Up More Partners Faster, Part 1
If you’re looking to accelerate your recruiting and partner on-boarding processes, you can learn a lot from Lauren Robinette, Channel Rockstar and a business development professional in high tech. Charged with quickly building a global enterprise partner channel from scratch for Samsung, she signed up 250 global partners in only 6 months. The Shift from Sales […]
CEOs: Don’t Make this Mistake when Launching Your Channel
In the last six years I’ve been running Channeltivity, I’ve had the pleasure of talking to or doing business with hundreds of channel professionals. Through those conversations, I’ve heard stories of success and stories of failure in the channel. The CEOs that hire a channel leader based on the same criteria that they use for […]
Don’t Play ‘Would You Rather’ with your PRM Solution
It’s a popular game with the grade-school set: “Would you rather eat 25 lemons or a fish head?” In “Would You Rather,” you have to choose between two very unpleasant options. It’s a tedious game but is easily derailed with the answer, “Neither. I’d rather have a bowl of ice cream.” Some Partner Relationship Management software companies […]
eBook: 9 Important Questions to Ask Before Selecting a PRM Solution
Partner Relationship Management software is a critical tool for effective channel management, partner success and revenue growth. There’s a lot riding on the success of your channel, so make sure you thoroughly vet any PRM solution. Download this eBook to review the 9 most important questions to ask when reviewing PRM solutions–and what to understand […]
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 […]
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 […]
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 http://www.crmsoftwareblog.com. 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.
Preparing for a Channel Management Solution
We often encounter emerging channel programs that want to set up a channel management solution without preparation and without clear goals about what they specifically hope to gain from it. When this happens, we first take a step back and help them identify what their areas of struggle are in growing their channel, and how […]
