How to Scale an Indirect Sales Channel

Posted by Seth Jacobsen on May 22, 2015 7:30:00 AM

Most companies start with a direct sales team to bring their product to market. This is the method the majority of people think of when it comes to selling anything. A company takes their services and/or products right to a client or customer. There is no middleman or third party playing a role.

With indirect sales, however, independent parties are brought in to help with marketing and distribution. That may sound less than ideal—after all, they’ll clearly cut into your profits—but a majority of the goods and services sold globally are through indirect sales.

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Topics: Scale Your Channel

5 Pillars of Partner Management

Posted by Seth Jacobsen on May 20, 2015 7:30:00 AM

If you’ve decided to finally make partner management a focused area of continuous improvement for your sales strategy, you probably have found yourself at the whiteboard mapping out where to start. Without a doubt, it is a complex undertaking so we have taken our experiences related to Partner Relationship Management (PRM) and compiled a list of 5 pillars of successful channel strategies that ought to be taken into consideration.

These five will have you covered.

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Why Your Partner Relationship Management and CRM Have to Be Aligned

Posted by Seth Jacobsen on May 14, 2015 7:30:00 AM

For well over a decade now, B2B companies have been considering whether CRM or PRM is the right software platform to support their sales and marketing initiatives. If this sounds familiar, there’s a good chance you have long since picked a side.

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Topics: Optimize Your Channel

Top 5 PRM Software Providers

Posted by John Panaccione on May 13, 2015 7:30:00 AM

Are you looking to make Partner Relationship Management (PRM) software a part of your day-to-day operation? If the answer is yes, you’re one of many companies on the brink of a very important decision - one that could impact your revenue numbers all the way to your retirement and beyond.

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Topics: Build Your Channel

Five Fundamentals about Indirect Channels You Didn't Learn in Business School

Posted by Seth Jacobsen on May 11, 2015 7:30:00 AM

If you went to business school, hopefully you have been able to apply what you learned in the real world. However, you may have also since discovered that there were a number of things your professors seemingly left out. Whether your learning focus was on sales, marketing, or IT, channel management best practices may not have received the attention they were due. Here are five fundamentals to get you caught up.

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PRM Software Best Practices and Tips

Posted by John Panaccione on May 8, 2015 7:30:00 AM

The first day your company implements channel management software, you may think that you’re on the fast track to success. After all, channel management software is one of the most effective tools for scaling content, lead data, collaborating, reporting and sharing best practices with your sales partners.. However, like any tool, your results come down to how well you’re actually using it.

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Topics: Optimize Your Channel

Partner Management Solutions You Can Start Using Today

Posted by Seth Jacobsen on May 6, 2015 7:30:00 AM

Successful companies benefit from leveraging their internal assets and working with business partners. It is a constant challenge to make the most of your partner relationships.  Many times, you probably find that some partners are costing you more than they’re worth. Fortunately, there are some effective partner management solutions you can begin leveraging right away.

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Topics: Build Your Channel

Spring Cleaning: Make Sure You Are Following These Channel Management Best Practices with Your Partners

Posted by Seth Jacobsen on May 5, 2015 11:22:48 AM

With spring finally here, most of us will be attempting to deliver on important goals that come around this time of year. There’s the spring cleaning to be done for starters, and that term shouldn’t only apply to your house, yard, and garage. Businesses need a spring clean too.

For example, if your company is using Partner Relationship Management (PRM) software, now would be a good time to review your practices and find out what other support features you could be offering to your channel partners. PRM can be a critical tool for your success, but only if you’re making the most out of it.

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Topics: Optimize Your Channel

Five Ways Channel Management Software Will Improve Your Partner Relationships

Posted by Seth Jacobsen on May 5, 2015 10:55:27 AM

Channel management software has slowly but surely made its way onto the radar of the Channel Managers and CMOs that support an indirect sales channel.  If your business sells or services products through channel partners, having a broad understanding of the support features a partner relationship management platform provides is essential.

However, if you’ve missed out on what PRM  technology offers, the five areas listed below are sure to help you improve your partner relationships.

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Topics: Optimize Your Channel

Seven Challenges You Likely Face with Your Sales Channel Partners

Posted by Seth Jacobsen on Apr 30, 2015 7:30:00 AM

An indirect sales channel is meant to be an invaluable resource to help you expand your sales force and reach new markets. But over time it can grow in complexity and become increasingly difficult to manage. We have compiled a list of challenges that we come across daily in the conversations we have with our prospects and customers to help you prepare for these bumps in the road.

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Topics: Scale Your Channel

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