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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With over $70B in channel discounts and incentives forecasted to be spent in 2016, company finance executives are asking about the return that is generated on these investments. The traditional response “this is the cost of doing business” is no longer acceptable and finance executives are expecting […]
Read more →Most companies that sell their products or services through an indirect channel have a team of “Channel Account Managers” to work with their partners to build their business. The channel account management (CAM) staff is one of the biggest investments that most organizations make to encourage growth […]
Read more →Effective sales-lead generation marketing is hard work, and doing it well is difficult for even seasoned marketers. It is no surprise that channel partners / resellers struggle to build and execute marketing programs that generate quality sales leads and growth opportunities using MDF (Market Development Funds). Partner-led […]
Read more →Doesn’t it seem like technology partners / resellers are the ones that got the short end of the stick in the industry’s move to cloud services? All the other players in the market (e.g., tech vendors, distributors, & tech buyers) had the least amount of change required […]
Read more →It is estimated that over $10 billion dollars are spent every year on Market Development Funds (MDF), Cooperative Funds (Coop), or Business Development Funds (BDF) to support the marketing and growth efforts for partners and resellers in the indirect channel industry. All channel executives agree that the […]
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 […]
Read more →Your senior executive team will be cheering your channel managers with their concert lighter phone apps for the fantastic job they are doing driving new revenue growth for your channel. This is because your channel managers will be transformed into high performance partner business growth consultants who […]
Read more →Quarterly Business Reviews (QBRs) are one of the most important – and difficult and inefficient -processes used by your indirect channel team. They are critical to building a strong and growing relationship between the vendor and the partner. But they are also anxiety-producing for the partner receiving […]
Read more →A channel marketer’s dream… a detailed quarterly partner marketing plan you can believe in, complete with goals and strategies, budget, lead and revenue forecast, and an ROI calculated in 10-20 minutes. With channel planning and modelling tools available today, this is not only possible but strongly recommended. In fact, […]
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