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Five Strategies to Become Your Partner’s Favorite Brand

Five Strategies to Become Your Partner’s Favorite Brand

“I am totally focused on growing your brand for our business.  You’ve already shown me a path to become more successful and help me run a profitable growth business.” This quote is from a partner who found his favorite brand to work with. This vendor brand did […]

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5 Strategies to Make Your Channel Managers Your Highest ROI Investments

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, then all roads lead to your channel managers.   Channel managers that are guided and enabled effectively can drive more partner revenue and ROI […]

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Your Blueprint for a High Growth Channel in 2017

Your Blueprint for a High Growth Channel in 2017

2017 is just around the corner and most global channel executives are already working on their plans to get their channel performance to the next level in the coming fiscal year.  The most experienced channel executives realize that they need to have the right strategies, tools, and […]

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The Right Way to Treat Your Partners Differently

The Right Way to Treat Your Partners Differently

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 […]

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The Lunch & Learn Channel Manager is Dead: The New 2016 CAM Trusted Advisor

The Lunch & Learn Channel Manager is Dead:  The New 2016 CAM Trusted Advisor

“Are you free to catch a ball game, play a round of golf, or catch a show at the Apollo?”  The channel has a great legacy of old-school sales techniques to help gain the trust and commitment of partners for your brand.   However, the days of driving […]

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3 Key Elements of the Perfect Partner Performance Management System

3 Key Elements of the Perfect Partner Performance Management System

The recurring dream of channel executives worldwide is the creation and implementation of a perfectly-designed and fully-integrated partner performance management system.  This dream is of a process that brings together everything a channel manager needs to assess a partner’s performance-to-date, and review the strength of their sales […]

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The Ultimate Channel Chief Success Scorecard

The Ultimate Channel Chief Success Scorecard

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 […]

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How to Deliver Partner QBRs Automatically for Your Channel Managers

How to Deliver Partner QBRs Automatically for Your Channel Managers

The Quarterly Business Review (QBR) is potentially one of the most powerful tools for Channel Managers to use to build partner commitment levels and drive revenue growth.  Unfortunately, QBRs are infrequently done, take far too long to prepare, and are only completed for a very small fraction […]

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The Two Minute / 36 Month Partner Business Plan

The Two Minute / 36 Month Partner Business Plan

Successful Channels has developed a range of SaaS partner enablement tools for business planning , marketing planning, scorecarding, and delivering quarterly business reviews (QBRs).   We have found that we get excellent participation rates if we make this a 5 to 10 minute process for Channel Managers and […]

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How to Make Your CRM Work Harder to Generate Channel Growth

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 value they are getting for their channel business.   They say that their CRM system is not configured to support their channel […]

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