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Archive for March 2014

What your Channel Marketing Performance Dashboard Should Look Like

What your Channel Marketing Performance Dashboard Should Look Like

Meet Mary Fischer – Channel VP for Acme Technologies Inc.  The first thing this channel executive looks at in the morning is a daily report that provides a detailed accounting of the return generated on her channel marketing investment.  As she scans down she notices 350 stage […]

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How to Make your Channel Resellers Pricing and Profitability Experts

How to Make your Channel Resellers Pricing and Profitability Experts

You can make your channel resellers pricing and profitability experts – and help them accelerate your brand’s sales in the process. Your resellers are on the front line with your target customers and experience pricing and margin pressure on a daily basis. They welcome any help suppliers […]

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Understanding your Reseller’s Motivations will Help Set Your Brand Apart

Understanding your Reseller’s Motivations will Help Set Your Brand Apart

It takes a lot of work and a good amount of luck to come up with the newest market innovation that will provide your resellers with a product they can sell while they are sleeping. While your development team is busy working on the next new thing, […]

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The Closed Loop Vision for MDF Put into Action

The Closed Loop Vision for MDF Put into Action

The dream of every channel executive is to have closed loop funds management, revenue tracking and ROI reporting systems for MDF marketing expenses. It is exciting to imagine the possibility of being able to link every dollar spent on channel MDF with closed incremental revenue and measurable […]

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Your Channel Resellers Expect a Say in your Business Strategy

Your Channel Resellers Expect a Say in your Business Strategy

Long gone are the days where your channel resellers accepted whatever products, services, pricing and policies you presented to them.   They all have 3-5 alternatives brands available to choose from in virtually any category and are only going to accept your offer only if it aligns with […]

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Channel Incentives are Crippled Without Individual Reseller Plans

Channel Incentives are Crippled Without Individual Reseller Plans

Your channel resellers are definitely motivated by the additional financial incentives you offer for hitting certain targets, supporting new initiatives, and fulfilling required tasks associated with these rewards. But, if the reseller lacks a well-defined plan, incentives by themselves may be throwing good money after bad. Resellers […]

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Help your Resellers with the Last Mile of the Sale

Help your Resellers with the Last Mile of the Sale

The “last mile of the sale” is defined as helping move interested prospects from modestly or actively interested to a signed PO and closed deal. This is the toughest and most sensitive phase of any sales process. Buyers need rational and emotional assurances that purchasing now is […]

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Expect your Resellers to Understand what is Expected of Them

Expect your Resellers to Understand what is Expected of Them

With the rate of personnel turnover in the channel corporate ranks, your long-term resellers know more about certain aspects of their supplier’s business than the executives themselves. They also have very (very) long memories of what our organization may have done right or wrong. “I can remember […]

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Channel Indecision Neurosis

Channel Indecision Neurosis

Public companies are sometimes their own worst enemy when it comes to helping their indirect channel succeed. Channel executives are under intense quarter-to-quarter pressure to deliver revenue and earnings growth and often make decisions, without even realizing, that undermine their channel strategy. The worst thing a channel […]

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