The channel was conceived as a way to get third party businesses involved in growing a brand’s business. To make it attractive, deal registration was introduced to address channel conflict and to protect channel partner’s margins. Deal registration has become the most important component of a successful […]
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“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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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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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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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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“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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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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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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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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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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Gary Morris is a 25+ year business, marketing, & channel executive who has written and published over 300 articles, white papers, and other thought pieces on a range of topics including channel best practices, marketing effectiveness, technology strategies for business, and business performance management. Connect with him on Linkedin or follow on Twitter or Facebook . Gary is the founder and CEO of his third software and services company and is a frequent speaker at industry events. Both of Gary’s most recent companies have been awarded one of Gartner’s “Cool Vendors in the Tech Industry” honors by a panel of Gartner’s leading analysts.
RIP Platinum, Gold, and Silver Partner Programs – the New Model is Here
VPS OF CHANNELS NEED TO LET GO OF THEIR SPREADSHEETS
Leading Partner Executives Say CAMs can be the Secret ingredient to their Success
The Five Most Important Factors for Building Partner Loyalty
Five Strategies to Become Your Partner’s Favorite Brand
The Lunch & Learn Channel Manager is Dead: The New 2016 CAM Trusted Advisor
Your 2021 Channel Program built for More Successful Partnerships
How To Achieve Better-Together Partnerships
You’ll Never Do Channel Sales Enablement the Old Way Ever Again
Why Your Partner Planning Process May be a Train Wreck & How to Get Back on Track
Successful Partnering is More about People than Programs
The 3 Biggest Lies Channel Executives Tell Themselves Every Year
The Ultimate Partner Performance Dashboard
Getting More from Your #1 Investment in Your Channel
5 Key Methods to Motivate Partner Sales Reps to Register More Deals
7 Methods for Improving Channel Incentives ROI in 2015
Whitepaper on Awarding Your Resellers
How to Make your Channel Resellers Pricing and Profitability Experts
A Channel Marketer’s Fantasy: Closed Loop ROI Management
If You Put One Dollar into Your Channel, How Many Dollars Do You Get Back?
Partner Marketing Scorecards for Better MDF ROI
9 Key Success Factors for Higher ROI Channel MDF
10 Minute Partner Quarterly Marketing Plan, Calendar, Budget, Lead Forecast & ROI – Part B
Partner Marketing Planning, Budgeting, Forecasting, and ROI Calculator (Part A)
Transform Your Channel Managers to Rock Star Legends for Their Partner
Less is More when it Comes to Partner Business Planning and QBRs
Why have VPs of Channel Sales Forgotten Best Practices Validated Over 160 Years Ago
How Super CAMs Can Create the Perfect Sales / Enablement Balance in 2018
The Cadence of a Super Channel Account Manager
The Top Five Wrong & Right KPIs used by VPs of Channel Sales
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