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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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5 Strategies to Make Your Channel Managers Your Highest ROI Investments

5 Strategies to Make Your Channel Managers Your Highest ROI Investments

If your channel mission is to build more capable partners, activate them to invest in growing your brand, and build greater partner sales pipeline, then all roads lead to your channel managers.   Channel managers that are guided and enabled effectively can drive more partner revenue and ROI […]

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Your Blueprint for a High Growth Channel in 2017

Your Blueprint for a High Growth Channel in 2017

2017 is just around the corner and most global channel executives are already working on their plans to get their channel performance to the next level in the coming fiscal year.  The most experienced channel executives realize that they need to have the right strategies, tools, and […]

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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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