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 […]
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Is your Partner Relationship Management (PRM) system helping to build partner capabilities, grow partner commitment, and drive measurable revenue? How can you tell if it is working? If you are not generating 5-25%+ growth from your partners, then the first place to look is your PRM system. […]
Read more →There are a lot of things a channel VP can do to accelerate revenues, but choosing exactly what to do based on an honest assessment of your channel’s life stage is a great place to start. All channel organizations are at different stages in their development and […]
Read more →Any experienced channel executive knows that a partner’s relationship with your brand changes over time. This is based on a range of factors – a partner’s business priorities, the brand’s fit with the partner’s strategy, and the depth of the relationship between the partner and your organization. […]
Read more →“Partner business planning is a hassle. No partners or CAMs like to do it, and it’s difficult to measure performance-to-plan.” That is the prevailing sentiment from many channel executives that struggle with partner business planning and an effective process for managing it. So why bother? The reason […]
Read more →In the indirect channel industry, most executives agree that partner planning is an important task to execute. Partner planning has several components, and this table breaks down the four elements that are required. Planning is done so executives can estimate the revenue their channel will contribute […]
Read more →Let’s face it, not all partners should be treated the same. Your largest revenue-producing partners will always get a disproportionate share of your channel manager’s time because they have earned the right to extra love and attention. But what is the best way to allocate your team’s […]
Read more →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 […]
Read more →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 […]
Read more →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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