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.
5 Strategies to Elevate Your Partner Program in the New Year
With the start of each new year, we reflect on where our partner program is today and what we’d like to achieve in the coming year. At the start of a new decade this seems to take on more gravitas, but while change in the channel is occurring, the strategies that consistently move the needle center around having strong foundational blocks
Channel Manager Software Can’t Take the Place of Human Interaction
No matter how good channel manager software gets, if you put your technology between you and your partners, you’re maybe being more efficient, but it’s efficiency in a penny-wise-and-pound-foolish kind of way. Channel Manager Software Doesn’t Let You Outsource a Personal Relationship Companies should implement channel management/PRM and CRM tools to see trends and to know where […]
Why Your Partners May Not Be Using Your Marketing Materials
Partners often opt to go it alone in their marketing efforts, foregoing the benefit of vendor product expertise, marketing collateral and support. This seems like a waste from the vendor perspective, but consider the number of portals and tools you offer as a supplier – and then multiply that number by every supplier a partner […]
How to Increase Deal Registration
Deal registrations are the key to channel visibility and, therefore, to accurate channel sales projections. The first key to getting partners to register their deals is to acknowledge this value proposition for yourself. Obviously, the better you can see what’s in your sales pipeline, the better you can forecast your partner channel revenue, and the […]
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 […]
Three Keys to Partner Engagement
I was recently asked by a new customer if we had any documentation or training materials for partners that would get them more engaged and keep their new Partner Portal top of mind. I thought about it, and responded, “No,” not because Channeltivity doesn’t have documentation and training materials—we do. I answered “no” because I […]