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The Latest Posts for the Six A’s of Successful Channels
Latest Attract Post:
Leading Partner Executives Say CAMs can be the Secret ingredient to their Success
I thought it was about time we heard from a person who is more qualified to advise vendors on their channel programs and go-to-market strategies t...
Latest Advance Post:
8 Reasons CAEs Can Drive More Channel Revenue than CAMs or PSMs
The days of traditional channel roles are numbered due to the growth pressure on vendor brand sales and a partner’s expectations for improved profit...
Latest Activate Post:
Six Questions to Determine if Your Channel Needs Partner Planning
“Partner business planning is a hassle. No partners or CAMs like to do it, and it’s difficult to measure performance-to-plan.” That is the pre...
Latest Award Post:
5 Key Methods to Motivate Partner Sales Reps to Register More Deals
The channel was conceived as a way to get third party businesses involved in growing a brand’s business. To make it attractive, deal registratio...
Latest Advertise Post:
If You Put One Dollar into Your Channel, How Many Dollars Do You Get Back?
Most channel executives are familiar with the dreaded question from the company CFO or CEO: What did we get for what we spent in the channel last ...
Latest Architect Post:
Have Channel Sales Executives Forgotten Why We Have a Channel?
Have channel industry sales executives forgotten why we need a channel to build business? Is this even a legitimate question to be asking? Of cour...
Channel Executives Supported by Successful Channels
Assess your organization on the Six A’s Successful Channels:
Compare your channel practices to best practices and generate an improvement blueprint report in 2 minutes
Create a score and action plan for each channel best practice metric below
Six A's Assessment
- Attractive brand
- Build your case
- Demonstrate commitment
- Clear business plan
- How deals get done
- Reseller expectations
- Competency levels
- Product knowledge
- Market knowledge
- Motivation incentives
Six A's Assessment
- Reseller plans
- Reseller budget
- Reseller profitability
- Incentive ROI
- Optimize incentives
- Marketing funding management
- Marketing performance management
- Branding / marketing tools
- Self-service marketing
- Full service marketing