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9 Key Success Factors for Higher ROI Channel MDF

9 Key Success Factors for Higher ROI Channel MDF

It is estimated that over $10 billion dollars are spent every year on Market Development Funds (MDF), Cooperative Funds (Coop), or Business Development Funds (BDF) to support the marketing and growth efforts for partners and resellers in the indirect channel industry.   All channel executives agree that the […]

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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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Six Tools to Turn Channel Managers into Rock Stars for Your Brand

Six Tools to Turn Channel Managers into Rock Stars for Your Brand

Your senior executive team will be cheering your channel managers with their concert lighter phone apps for the fantastic job they are doing driving new revenue growth for your channel.   This is because your channel managers will be transformed into high performance partner business growth consultants who […]

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The Reimagined 10 Minute Partner Quarterly Business Review (QBR)

The Reimagined 10 Minute Partner Quarterly Business Review (QBR)

Quarterly Business Reviews (QBRs) are one of the most important – and difficult and inefficient -processes used by your indirect channel team.   They are critical to building a strong and growing relationship between the vendor and the partner.  But they are also anxiety-producing for the partner receiving […]

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10 Minute Partner Quarterly Marketing Plan, Calendar, Budget, Lead Forecast & ROI – Part B

10 Minute Partner Quarterly Marketing Plan, Calendar, Budget, Lead Forecast & ROI – Part B

A channel marketer’s dream… a detailed quarterly partner marketing plan you can believe in, complete with goals and strategies, budget, lead and revenue forecast, and an ROI calculated in 10-20 minutes. With channel planning and modelling tools available today, this is not only possible but strongly recommended. In fact, […]

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Seven Methods to Get Partners to Want to Do Joint Business Planning

Seven Methods to Get Partners to Want to Do Joint Business Planning

Every vendor that sells though an indirect channel is looking to gain commitments from their partners to invest in the growth of their brand.  One of the most important steps in motivating partners to invest in your brand is implementing an annual joint planning process and quarterly […]

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Partner Marketing Planning, Budgeting, Forecasting, and ROI Calculator (Part A)

Partner Marketing Planning, Budgeting, Forecasting, and ROI Calculator (Part A)

An efficient, scalable, easy-to-use, and effective partner marketing budgeting and forecasting tool has always seemed just out or reach for most channel executives.Every channel chief can share their favorite “dog eared” Excel planning workbooks, MS Word planning templates, and planning forms included in CRM and PRM systems […]

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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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Your Resellers are Not Happy and the Problem is Your Value Proposition

Your Resellers are Not Happy and the Problem is Your Value Proposition

You may not realize it but many of your resellers are not as happy with you as they could be. There are several reasons but the number one issue is they are not making as much money as they expected. They are finding it tough to grow […]

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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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