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The Lunch & Learn Channel Manager is Dead: The New 2016 CAM Trusted Advisor

The Lunch & Learn Channel Manager is Dead:  The New 2016 CAM Trusted Advisor

“Are you free to catch a ball game, play a round of golf, or catch a show at the Apollo?”  The channel has a great legacy of old-school sales techniques to help gain the trust and commitment of partners for your brand.   However, the days of driving […]

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3 Key Elements of the Perfect Partner Performance Management System

3 Key Elements of the Perfect Partner Performance Management System

The recurring dream of channel executives worldwide is the creation and implementation of a perfectly-designed and fully-integrated partner performance management system.  This dream is of a process that brings together everything a channel manager needs to assess a partner’s performance-to-date, and review the strength of their sales […]

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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 Deliver Partner QBRs Automatically for Your Channel Managers

How to Deliver Partner QBRs Automatically for Your Channel Managers

The Quarterly Business Review (QBR) is potentially one of the most powerful tools for Channel Managers to use to build partner commitment levels and drive revenue growth.  Unfortunately, QBRs are infrequently done, take far too long to prepare, and are only completed for a very small fraction […]

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The Two Minute / 36 Month Partner Business Plan

The Two Minute / 36 Month Partner Business Plan

Successful Channels has developed a range of SaaS partner enablement tools for business planning , marketing planning, scorecarding, and delivering quarterly business reviews (QBRs).   We have found that we get excellent participation rates if we make this a 5 to 10 minute process for Channel Managers and […]

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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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Channel Incentive Programs that Earn Greater Revenue, ROI, & Partner Commitment Levels

Channel Incentive Programs that Earn Greater Revenue, ROI, & Partner Commitment Levels

With over $70B in channel discounts and incentives forecasted to be spent in 2016, company finance executives are asking about the return that is generated on these investments. The traditional response “this is the cost of doing business” is no longer acceptable and finance executives are expecting […]

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6 Ways to Turn Your Channel Managers into High Powered Partner Growth Consultants

6 Ways to Turn Your Channel Managers into High Powered Partner Growth Consultants

Most companies that sell their products or services through an indirect channel have a team of “Channel Account Managers” to work with their partners to build their business. The channel account management (CAM) staff is one of the biggest investments that most organizations make to encourage growth […]

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Partner Marketing Scorecards for Better MDF ROI

Partner Marketing Scorecards for Better MDF ROI

Effective sales-lead generation marketing is hard work, and doing it well is difficult for even seasoned marketers. It is no surprise that channel partners / resellers struggle to build and execute marketing programs that generate quality sales leads and growth opportunities using MDF (Market Development Funds). Partner-led […]

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Download a Tech Partner Cloud Profitability Roadmap

Download a Tech Partner Cloud Profitability Roadmap

Doesn’t it seem like technology partners / resellers are the ones that got the short end of the stick in the industry’s move to cloud services? All the other players in the market (e.g., tech vendors, distributors, & tech buyers) had the least amount of change required […]

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