Designing an indirect channel program that will motivate your partners to invest in your brand is difficult. Many well-intended channel programs fail to build strong relationships because they fail to address the things that your partner’s value most. They simply do not align with the business priorities for your […]
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Consolidated Channel Dashboards are as Rare as Some of the Greatest World Treasures: Channel executives have been searching for solutions to provide comprehensive dashboards for their partners and channel managers for many years unsuccessfully. The promise of a single place to monitor, manage and measure all elements […]
Read more →I have been looking for inspiration on the “how-to” process for building deeper channel partnerships. Specifically, I am looking for what producers (i.e., manufacturers, software companies, etc.) can do to build stronger and more committed partnerships for their channel. I decided to look at what great thinkers from […]
Read more →One of the biggest fears of a channel executive is making investment decisions with incomplete information on activities with uncertain forecasted outcomes. It is particularly anxiety producing to invest in marketing or sales actions, where the supplier marketer has little control over how it is planned, executed […]
Read more →Like chocolate and peanut butter or caramel and sea salt, your partnerships can be the best and the most complementary relationships possible. Imagine if all your channel partnerships were 1+1=5 where both parties win all the time. This is not as elusive as you may think. All your partnerships can […]
Read more →Top channel executives agree that sales enablement of your channel team is one of the most important things to improve revenue growth. It is proven that sales teams of any type that a trained, capable, and motivated will yield consistently higher revenue growth rates. Top Two Outcomes […]
Read more →Are you ready to help make your channel managers as beloved by their partners as their favorite rock stars? Just imagine the cheers and the concert lighters (or concert lighter apps) glowing in adoration for your channel managers as they roll into your partner’s offices for business planning, scorecarding […]
Read more →Why do partners dread business planning with their vendor teams? Because it is one of the most unsatisfactory, waste-of-time activities they participate in every year. Typically, the only part of joint business planning that is “joint” is done with a vendor channel account manager. Ninety percent of […]
Read more →Every channel leader is looking to generate greater commitments from their business partners, resellers, and agents to invest in and grow their brand. The challenge most channel teams struggle with is to build a partner’s enthusiasm and energy behind a sales and growth strategy to build business. […]
Read more →Today’s carefully architected partner programs that use industry accepted best practices often fail because they are designed to attract and engage all partner types but are not aligned with the changing business models or needs of individuals within these partner organizations.Today, more than ever, the business of […]
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