One of the most precious resources for channel chiefs are their channel account managers (CAMs). The team that manages and supports your resellers with growth planning, training, and enablement are stretched too thin to provide deep coverage beyond the top 10-15% of your channel network. Channel Account […]
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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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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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Gary Morris is a 25+ year business, marketing, & channel executive who has written and published over 300 articles, white papers, and other thought pieces on a range of topics including channel best practices, marketing effectiveness, technology strategies for business, and business performance management. Connect with him on Linkedin or follow on Twitter or Facebook . Gary is the founder and CEO of his third software and services company and is a frequent speaker at industry events. Both of Gary’s most recent companies have been awarded one of Gartner’s “Cool Vendors in the Tech Industry” honors by a panel of Gartner’s leading analysts.
RIP Platinum, Gold, and Silver Partner Programs – the New Model is Here
VPS OF CHANNELS NEED TO LET GO OF THEIR SPREADSHEETS
Leading Partner Executives Say CAMs can be the Secret ingredient to their Success
The Five Most Important Factors for Building Partner Loyalty
Five Strategies to Become Your Partner’s Favorite Brand
The Lunch & Learn Channel Manager is Dead: The New 2016 CAM Trusted Advisor
Your 2021 Channel Program built for More Successful Partnerships
How To Achieve Better-Together Partnerships
You’ll Never Do Channel Sales Enablement the Old Way Ever Again
Why Your Partner Planning Process May be a Train Wreck & How to Get Back on Track
Successful Partnering is More about People than Programs
The 3 Biggest Lies Channel Executives Tell Themselves Every Year
The Ultimate Partner Performance Dashboard
Getting More from Your #1 Investment in Your Channel
5 Key Methods to Motivate Partner Sales Reps to Register More Deals
7 Methods for Improving Channel Incentives ROI in 2015
Whitepaper on Awarding Your Resellers
How to Make your Channel Resellers Pricing and Profitability Experts
A Channel Marketer’s Fantasy: Closed Loop ROI Management
If You Put One Dollar into Your Channel, How Many Dollars Do You Get Back?
Partner Marketing Scorecards for Better MDF ROI
9 Key Success Factors for Higher ROI Channel MDF
10 Minute Partner Quarterly Marketing Plan, Calendar, Budget, Lead Forecast & ROI – Part B
Partner Marketing Planning, Budgeting, Forecasting, and ROI Calculator (Part A)
Transform Your Channel Managers to Rock Star Legends for Their Partner
Less is More when it Comes to Partner Business Planning and QBRs
Why have VPs of Channel Sales Forgotten Best Practices Validated Over 160 Years Ago
How Super CAMs Can Create the Perfect Sales / Enablement Balance in 2018
The Cadence of a Super Channel Account Manager
The Top Five Wrong & Right KPIs used by VPs of Channel Sales
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