What to Know Before You Commit to a Channel Management Solution

We have many emerging channel programs that come to us that want to bring in a Partner Relationship Management (PRM) solution before they have clear goals in …

Published December 2, 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 …

Published October 8, 2014

The Case for Channel Management Software

Channel Management Software, increasingly known as Partner Relationship Management (PRM) Software, is tightly intertwined with CRM, but delivers the specific requirements needed to run a successful channel …

Published September 23, 2014

PRM Best Practices: Re-Thinking Marketing Development Funds

Do you see marketing development funds (MDF) as a cost to control or a tool to be taken advantage of?  How you see it has direct bearing …

Published September 18, 2014

PRM Best Practices: Deal Registration

The overarching best practice in deal registration is to design your process with partners’ interests in mind, and they’ll register deals without too much prompting from you. …

Published September 12, 2014

Gartner says “Tech Sales Has Lost Its Mojo”: Empower Your partners

It’s not news that most B2B buyers are doing their due diligence almost entirely online, long before any sales person enters the picture. As an unfortunate bit …

Published June 30, 2014

In the News: Easing Deal Registration Management

Our customer ForeScout Technologies Inc. was featured with us in TechTarget’s latest article on deal registration software. Deal registration programs have traditionally proven to be a headache …

Published June 27, 2014