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Archive for 2014

Partner Portals are the Cake and Channel Enablement Tools are the Icing

Partner Portals are the Cake and Channel Enablement Tools are the Icing

Channel executives are looking for tools to help make their brand more attractive to their reseller partners. Partner portals, PRM systems, and partner centers promise a one-stop-shop experience for reseller partners to access the channel enablement tools and resources to help them grow revenues, build marketing programs, […]

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Five Success Factors for Assessing your Channel Technology Tools

Five Success Factors for Assessing your Channel Technology Tools

Any successful executive will tell you that a well-defined strategy is the key to growing channel revenues. Evaluating channel technology investments needs to be done in the context of how it supports your strategy.   This article defines the five success factors that should be considered and evaluated […]

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The New Model for Partner Business Growth Planning and Commitment Development

The New Model for Partner Business Growth Planning and Commitment Development

Forecasting sales and managing performance are some of a resellers least favorite activities. They are time-consuming, difficult to estimate, and almost always wrong. But there is a way to convert these difficult tasks into an easy-to-manage process where resellers and channel account managers (CAMs) collaboratively build a […]

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Whitepaper on Advertising through Your Channel

Whitepaper on Advertising through Your Channel

Advertising and marketing to and through your channel is one of the best investments a channel executive can make to accelerate growth – as long as it is funded based on performance. There are many opportunities to spend your money on marketing, but far fewer are tied to […]

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Whitepaper on Awarding Your Resellers

Whitepaper on Awarding Your Resellers

Awarding your channel resellers with the right compensation, margin, and incentives will have a significant impact on the sales productivity of your indirect channel. Resellers know that they play in competitive markets where price competition is the common battleground. They are balancing their desire to generate new […]

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Whitepaper on Activating Your Channel

Whitepaper on Activating Your Channel

Activating your channel is the biggest opportunity to generate accelerated revenue for your business this year. For the majority of companies using an indirect channel to sell and service their business, 20 percent of the resellers receive 80 percent of the revenue. Imagine the impact to your […]

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Whitepaper on Attracting the Best Channel Partners

Whitepaper on Attracting the Best Channel Partners

Attracting channel partners starts with an understanding of your reseller’s needs and motivations to succeed. Many of the best channel partners started their business because of their passion for technology, services and/ or deep industry expertise. More often than not they are relying on this expertise and […]

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The New Reseller Economics of Cloud and How to Help Your Channel Succeed

The New Reseller Economics of Cloud and How to Help Your Channel Succeed

The new economics of selling cloud through channels is impacting all resellers – even those who are not offering cloud-based solutions.   There is no escaping the impact of cloud on any reseller, solution provider, agent, or dealer’s business.   Here are some interesting statistics on cloud-based applications and […]

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The 10 Minute Business Case Selling Web Tool for Channel Sales

The 10 Minute Business Case Selling Web Tool for Channel Sales

Business case selling is the ability to demonstrate the revenue enhancement, cost reduction, efficiency improvement, and ROI that will be generated with the use of your product or service.   Selling these benefits in a general way is relatively easy and well understood by your target customer.   However, […]

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