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.
Structuring a Partner Program to Get the Partner Behaviors You Want Part 1
If you’ve ever had a spiff program not work the way you’d hoped, you already know that partners can behave in completely unexpected ways… Or are they really that unexpected? With a little forethought, if you consider what an incentive program is actually enticing, you will see pretty quickly that the partners’ behavior is completely […]
Joint Business Planning: A Myth or Necessity?
I bet you’re hoping I’m going to say “myth.” No one likes planning, right? But we might as well face facts: joint planning with partners is a critical best practice, and vendors that make the effort are much better positioned to have a successful channel. Joint planning keeps your partnerships from going dormant. Vendors usually […]