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.
Determining the ROI of Your Channel
Everyone is looking to get an ROI read on their indirect sales channel, especially those organizations that are just starting out with a partner program. If you’ve been tasked with managing this initiative, odds are your CEO is regularly asking, “what are we getting out of the channel?” This is true especially for CEOs who […]
What You Don’t Know CAN Hurt You
Lack of visibility into the channel is one of the most common contributors to a failed indirect sales initiative. There’s no way around it: you can’t manage in the dark, and you can’t build effective strategy on guesswork. When management lacks easy access to channel data—visibility into partners’ profiles, recruitment pipeline and partner performance, geographic […]
Smash those Silos from Your Indirect Sales Channel
Silos have their use – if you’re a farmer – but you don’t want them in your channel. The more obstacles between vendors, partners and their marketing teams, the less productive the channel. Anything that prevents information flow between these three parties is essentially blocking revenue. Creating an Information Hub When you have one place […]