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Archive for the Activate Category

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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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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The Right Way to Treat Your Partners Differently

The Right Way to Treat Your Partners Differently

Let’s face it, not all partners should be treated the same.   Your largest revenue-producing partners will always get a disproportionate share of your channel manager’s time because they have earned the right to extra love and attention.  But what is the best way to allocate your team’s […]

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The Ultimate Channel Chief Success Scorecard

The Ultimate Channel Chief Success Scorecard

We just completed a two year survey of hundreds of channel partners, channel managers, channel chiefs, and senior company executives where we asked what was most important to them for their individual and channel’s success.  We then asked all respondents to rate how well their company’s channel […]

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How to Make Your CRM Work Harder to Generate Channel Growth

How to Make Your CRM Work Harder to Generate Channel Growth

Over the past 6-9 months I have heard many executives mention that they are using Salesforce.com and other CRM systems, but are not satisfied with the value they are getting for their channel business.   They say that their CRM system is not configured to support their channel […]

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Partner Scorecard Systems that Motivate and Improve Partner Commitment Levels

Partner Scorecard Systems that Motivate and Improve Partner Commitment Levels

Every channel organization is looking to find ways to motivate their partners to build competencies and measure their progress to higher performance.   Partners also want growth for your brand’s sales, as long as it aligns with their goals.   A way to get a disproportionate percentage of your […]

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6 Key Tools for a Fully-Enabled Channel Partner

6 Key Tools for a Fully-Enabled Channel Partner

Partners are third-party businesses that are authorized to resell your products and services. That description is a long way from the ideal partner (reseller) profile. The ideal partner organization is one that is motivated, trained, invested, capable and incented to grow your business. These enabled partners identify […]

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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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Business Case for Investing in Your Indirect Channel

Business Case for Investing in Your Indirect Channel

As channel executives, we all know in our head and hearts that virtually any investment in the channel will generate a very strong ROI for our businesses. But reluctant finance executives want more proof, a stronger plan, and evidence that an investment in the indirect channel will […]

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7 Questions to Determine Which Resellers will grow your Business

7 Questions to Determine Which Resellers will grow your Business

If you sat ten (or 100) of your resellers across from you, could you tell which ones are most likely to generate new growth for your business? Based on what you know about your resellers (i.e., agents, partners, brokers, dealers, distributors, etc.), could you determine which ones […]

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