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 […]
Read more →Archive for August 2014
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 […]
Read more →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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