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8 Reasons CAEs Can Drive More Channel Revenue than CAMs or PSMs

The days of traditional channel roles are numbered due to the growth pressure on vendor brand sales and a partner’s expectations for improved profit...

5 Key Methods to Motivate Partner Sales Reps to Register More Deals

The channel was conceived as a way to get third party businesses involved in growing a brand’s business.   To make it attractive, deal registratio...

5 Strategies to Make Your Channel Managers Your Highest ROI Investments

If your channel mission is to build more capable partners, activate them to invest in growing your brand, and build greater partner sales pipeline, th...

How to Make Your CRM Work Harder to Generate Channel Growth

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...

Channel Incentive Programs that Earn Greater Revenue, ROI, & Partner Commitment Levels

With over $70B in channel discounts and incentives forecasted to be spent in 2016, company finance executives are asking about the return that is gene...

6 Ways to Turn Your Channel Managers into High Powered Partner Growth Consultants

Most companies that sell their products or services through an indirect channel have a team of “Channel Account Managers” to work with their partn...

Partner Marketing Scorecards for Better MDF ROI

Effective sales-lead generation marketing is hard work, and doing it well is difficult for even seasoned marketers. It is no surprise that channel par...

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 Developmen...

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 r...

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...