Channel Readiness Blog

Gaining a Competitive Advantage with Channel Partner Insight

Posted by Seth Jacobsen on Nov 25, 2014 11:40:00 AM

You are the head of sales for an emerging growth company but your company’s sales remain stagnant. You are not able to efficiently move your products through your channel partners to the end customers, capitalize on new market opportunities or build successful relationships with your partners. This is not a recipe for success. In an effort to move forward you will need to evaluate your channel strategy to optimize your channel’s performance. We've come up with a list of places to start:

 

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Topics: Optimize Your Channel, Ease of Doing Business, channel management software, PRM Best Practice, Channel Software, Partner Collaboration, channel management, Channel Marketing Strategy, business intelligence, data visualization

7 Ways to Improve a Channel Partner Sales Productivity with PRM

Posted by Seth Jacobsen on Nov 20, 2014 11:00:00 AM

As the person responsible for your channel partner relationships, you are always looking for ways to help your partners increase their sales effectiveness.  You have a singular focus on driving sales (with maybe a secondary focus on margin improvement) and you are interested in any tools that help. 

You have started to explore what is available in the channel partner management software space.  Your research has led you to an even more specific solution called partner relationship management (PRM) software.   But can a PRM solution improve sales productivity?


 

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Topics: prm, Build Your Channel, Ease of Doing Business, Partner Portal, best practices, PRM in the cloud, channel management, Understanding PRM, Channel Marketing Strategy, Channel Sales Productivity

PRM Partner Portals: Achieve Visibility Into Channel Performance

Posted by Seth Jacobsen on Nov 18, 2014 10:30:00 AM

Listening to the needs of your channel partners provides your business - and theirs - tremendous benefits.  The channel will realize improved efficiencies and greater productivity as well as a distinct competitive advantage in the marketplace.  Partner relationship management (PRM) is a strategy to help you get the most out of your channel partnerships by achieving the business outcomes you both need to be successful.

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Topics: prm, Optimize Your Channel, partner relationship management, Partner Portal, Partner Collaboration, channel management, channel partners, channel partner engagement, Performance, prm systems

FAQ When Considering a Partner Relationship Management (PRM) Solution

Posted by Seth Jacobsen on Nov 13, 2014 1:45:00 PM

If your organization sells product or services through an indirect channel, you know that supporting your channel partners (dealers, distributors, VARs and franchisees) is an ongoing challenge.  You've likely concluded that effective communication, high levels of engagement, and providing the information your partners need are mission critical to your success and theirs. You probably recognize the need for proper planning and a technology platform to bring it all together, but how do you determine where to start?

We've compiled a series of questions you can ask yourself if you are considering Partner Relationship Management (PRM) solutions and technology to support and enable your channel partner community.

 

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Topics: Optimize Your Channel, Ease of Doing Business, channel management software, PRM Best Practice, Channel Software, Partner Collaboration, channel management, Understanding PRM, Channel Marketing Strategy, New Product Introductions, business intelligence, data visualization

Agile Marketing: Inbound Marketing Changes the Game!

Posted by John Panaccione on Nov 7, 2014 1:50:00 PM

There are two things I’ve learned being a practitioner of inbound marketing for the last four years. First, it makes a big difference whether your marketing message is focused on satisfying a transactional need, or whether you are tending to the latent needs of your end customer through education. Second, inbound marketing – unlike traditional outbound marketing – introduces the unique ability to employ what I call an “agile marketing” strategy. This requires actively listening to the data you can draw from your leads, creating a message that differentiates you from your competition, and making sure your products and services match their needs.   The more latent your customer’s needs, the more you can benefit from agile marketing.

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Topics: Build Your Channel, Ease of Doing Business, PRM Best Practice, Channel Software, Partner Collaboration, channel management, Channel Marketing Strategy

Managing Data to Support Your Channel Partners

Posted by Seth Jacobsen on Oct 29, 2014 3:45:00 PM

Any manufacturer that has built a successful sales channel knows that maintaining their competitive advantage in the marketplace rests on their ability to evolve as an organization while adapting to the changing needs of their partners. This requires proper planning, consistent communication, and an understanding of what it takes to build long-term relationships.  A company’s ability to make good decisions on the path to building positive long-term relationships with its channel partners typically depends on the accuracy and timeliness of data from a variety of sources and systems.

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Topics: Optimize Your Channel, Ease of Doing Business, channel management software, PRM Best Practice, Channel Software, Partner Collaboration, channel management, Channel Marketing Strategy, business intelligence, data visualization

Partner Relationship Management Isn't a Technology – It’s a Strategy

Posted by John Panaccione on Oct 23, 2014 10:35:00 AM

I often get asked “what is Partner Relationship Management (PRM)?”  Good question!  It’s a loaded term.  To many, PRM is a technology class focused on indirect sales channels.  A sort of first cousin to CRM, which is focused more on direct sales channels.   Based on our experience in working with leading brands over the past decade, I submit to you that PRM is actually a business strategy for managing an indirect sales channel first, a technology second.  To use the horse and cart analogy, the horse is the strategy.  The cart is the technology that’s specifically designed to support that strategy.

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Topics: Build Your Channel, Ease of Doing Business, PRM Best Practice, Channel Software, Partner Collaboration, channel management, Channel Marketing Strategy

The 3 Things You MUST DO to Optimize Your Distribution Channel

Posted by Paul Tobin on Oct 1, 2014 3:04:00 PM

Building and maintaining a high performing distribution channel is worth its weight in gold. But like gold, it’s a rare commodity! Many distribution channels are grossly underperforming and frustratingly inadequate. But through years of working with some of the most successful distribution channels in the world, including Caterpillar, Daimler, 3M and others, I’ve learned that as a channel manager you must do 3 over-arching things: 1) Engage, 2) Manage, and 3) Develop your distribution partners. This applies to all varieties of channel partners including dealers, distributors and franchisees.

As the graphic on this page shows, those 3 overarching principles are at the top of the channel performance food chain. They will guide and add focus to your program of channel optimization and lead you to the promised land of increased sales, higher margins, lower warranty costs and improved customer satisfaction. [Please feel free to leverage this graphic to your slide decks or strategy papers.]

Underneath lies a labyrinth of tasks and activities, each of which must be executed with excellence.

 

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Topics: Build Your Channel, Ease of Doing Business, PRM in the cloud, channel management, Understanding PRM, Channel Marketing Strategy

9 Industry Trends Impacting Partner Relationship Management | Part III

Posted by Seth Jacobsen on Sep 19, 2014 10:00:00 AM

Today we offer the conclusion to our three-part blog series discussing industry trends that need to be taken into consideration for supporting your indirect sales channel. We see Partner Relationship Management (PRM) as a way of thinking with technology as a critical component to enabling a successful channel program. Part of that philosophy is understanding the dynamics of you partner ecosystem and how the evolution of your business is supported by systems and processes that can grow with you over time.

 

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Topics: Build Your Channel, Ease of Doing Business, PRM in the cloud, channel management, Understanding PRM, Channel Marketing Strategy

9 Industry Trends Impacting Partner Relationship Management | Part II

Posted by Seth Jacobsen on Sep 8, 2014 2:30:00 PM

Last week we posted the first in a 3-part blog series that highlighted some of the dominant trends currently impacting Partner Relationship Management (PRM). Today we continue that discussion by focusing on three more areas that are top of mind for any company looking to support a network of indirect channel partners:

 

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Topics: Build Your Channel, Ease of Doing Business, PRM in the cloud, channel management, Understanding PRM, Channel Marketing Strategy

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