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.

Jul 9, 2012
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 […]

Channel Management, Channel Success, Deal Registration, Indirect Sales Channel, Partner Recruiting, PRM (Partner Relationship Management)
May 10, 2012
The Channel as Search Engine Optimizer

Five Steps for Dominating SEO Using Your Channel Lets face it: The reason you build a reseller channel is to accelerate your company’s sales ten times faster than you could by building a direct sales force. Historically, Partner Relationship Management has focused on providing static marketing materials, funds for marketing campaigns, and distribution of leads […]

Channel Marketing Strategy, Channel Success, Indirect Sales Channel
Apr 27, 2012
The Truth about the Magic Hockey Stick

It looks so nice on the channel partner revenue graph — a line inclines gradually for a year or so, and then makes a sharp upward turn, the shape of a hockey stick. Everyone thinks their indirect sales program is different, that wild success is inevitable—just get some partners and launch. But the fact is, […]

Channel Marketing Strategy, Channel Success, Indirect Sales Channel, Our PRM Product
Apr 19, 2012
How Do Your Partners Rate?

Let’s say you’re a VP of Sales and Marketing, and your CEO has asked you to come up with a list of your company’s top go-to-market partners within your indirect sales channel. How would you go about it? You can do it old-school: pick up the phone, set up an Excel spreadsheet to keep track […]

Our PRM Product, PRM (Partner Relationship Management)