The Case for Channel Management Software

Channel Management Software, increasingly known as Partner Relationship Management (PRM) Software, is tightly intertwined with CRM, but delivers the specific requirements needed to run a successful channel …

Published September 23, 2014

PRM Best Practices: Increasing Channel Partner Engagement with a Partner Portal

This is the first in our series of blog posts that will dive into best practices around specific aspects of partner relationship management.  Next will be Deal …

Published September 4, 2014

In the News: Easing Deal Registration Management

Our customer ForeScout Technologies Inc. was featured with us in TechTarget’s latest article on deal registration software. Deal registration programs have traditionally proven to be a headache …

Published June 27, 2014

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, …

Published April 27, 2012

FAQs About Partner Relationship Management (PRM)

Launching an indirect channel sales program is exciting, but I can tell by the questions I get from customers that this is an area that’s regularly underestimated …

Published April 3, 2012

How to Minimize Indirect Sales Channel Conflict

Notice the title isn’t “How to Prevent Indirect Sales Channel Conflict.”  That’s because, unfortunately, conflict within a partner program is pretty much unavoidable. But accepting that on …

Published March 28, 2012

The Beauty of the “Ready, Aim, Fire” Approach to Building Your Channel

This bounces off the post we wrote last week, where we explained the three things to consider before shopping for a channel solution. Not getting ready before …

Published March 13, 2012

Three Things to Consider Before Shopping for a Channel Management Solution

Partner relationship management software can’t build your indirect sales channel by itself. It is, however, a very powerful tool to include in your detailed and thorough plan. …

Published March 6, 2012

Building the Partner Relationship: It’s a Lot Like Dating

For the sake of this post, let’s assume you’ve already looked carefully at your company’s situation and determined it is, in fact, the right time to start …

Published February 28, 2012

Which Comes First – Lead Generation or Partner Recruitment?

“I want to be working with a channel, but which should I be doing first?” This question comes up regularly on LinkedIn groups. It may sound like …

Published February 15, 2012