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Getting More from Your #1 Investment in Your Channel

Getting More from Your #1 Investment in Your Channel

A company’s investment in its partner management team is typically its number one channel expense.  This investment includes salaries, bonuses, and related costs for channel sales, channel account management, channel marketing management, and channel operations.  The primary purpose of these combined roles is to help partners generate […]

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If You Put One Dollar into Your Channel, How Many Dollars Do You Get Back?

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 quarter?  Channel budgets have never been under more intense scrutiny, and the need to justify the return on investment of […]

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Leading Partner Executives Say CAMs can be the Secret ingredient to their Success

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 than just about anyone else.  Luanne Tierney has been one of the most successful Silicon Valley channel executives in the industry, holding […]

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Have Channel Sales Executives Forgotten Why We Have a Channel?

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 course, we all know the reason for a channel.  It is to expand a vendor’s reach in the market through capable, enabled, and […]

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Six Questions to Determine if Your Channel Needs Partner Planning

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 prevailing sentiment from many channel executives that struggle with partner business planning and an effective process for managing it. So why bother? The reason […]

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The Five Most Important Factors for Building Partner Loyalty

The Five Most Important Factors for Building Partner Loyalty

Finding a way to motivate your partners is just like motivating any team. Vendors need to figure out what partners are looking for to build a more successful business. Most successful business partners are motivated by two things; a strong relationship with a vendor and the ability to […]

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8 Reasons CAEs Can Drive More Channel Revenue than CAMs or PSMs

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 profitability.   A CAM (Channel Account Manager) is a role focused on helping partners achieve their sales goals through a range of enablement and sales-assist […]

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Partner Planning: Nine Key Factors for the Buy vs. Build Decision

Partner Planning:  Nine Key Factors for the Buy vs. Build Decision

In the indirect channel industry, most executives agree that partner planning is an important task to execute.  Partner planning has several components, and this table breaks down the four elements that are required.   Planning is done so executives can estimate the revenue their channel will contribute […]

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5 Key Methods to Motivate Partner Sales Reps to Register More Deals

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 registration was introduced to address channel conflict and to protect channel partner’s margins.   Deal registration has become the most important component of a successful […]

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Five Strategies to Become Your Partner’s Favorite Brand

Five Strategies to Become Your Partner’s Favorite Brand

“I am totally focused on growing your brand for our business.  You’ve already shown me a path to become more successful and help me run a profitable growth business.” This quote is from a partner who found his favorite brand to work with. This vendor brand did […]

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