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Archive for the Award Category

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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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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7 Methods for Improving Channel Incentives ROI in 2015

7 Methods for Improving Channel Incentives ROI in 2015

Of the approximate $65B in channel funds spent globally, over 60% is spent on incentives and discounts. The question that every CFO is asking is “How can we improve the return we are generating on our channel incentive funds?” Channel incentives is one of the largest spending […]

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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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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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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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