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.

May 27, 2015
Feeding Your Channel Partners High Quality Leads

For most things, you get out of them what you put into them. The channel is no different, but too often vendors enter the channel to reduce internal head counts and cut costs, with the idea that the channel is a launch-it-and-forget-it kind of thing.

Channel Marketing Strategy, Channel Success, Indirect Sales Channel, Lead Distribution
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)
Jun 6, 2012
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 […]

Channel Success, Partner Incentive Programs, PRM (Partner Relationship Management)
May 17, 2012
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 […]

Channel Success, Deal Registration, Indirect Sales Channel, Our PRM Product
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 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)