7 Ways to Improve Channel Partner Sales Productivity with PRM

Posted by Kellie Auman on Apr 27, 2017 8:45:00 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 defined focus on driving sales and improving partner engagement, and you are interested in any tools that help. A technology solution like Partner Relationship Management (PRM) software has the scalability to meet your near-term priorities, while being able to grow with your business over time. Below are 7 ways that a PRM solution can improve  your channel partner sales productivity.

Topics: Build Your Channel, PRM Best Practice, Channel Conflict, channel sales

Three Trends Driving Change in Managing Sales Channel Partners [Infographic]

Posted by Kellie Auman on Apr 25, 2017 3:30:00 PM

Research shows that close to 70% of the buying decision is made before ever engaging with a supplier.  With this in mind, successfully managing your sales channel can be extremely complex.  There are three notable trends to consider to stay ahead of the competition and achieve success with every market opportunity.  

  • #1.  B2B buyer behavior is changing the game.
  • #2.  Mobile-ready technology is a must.
  • #3.  Better data is helping guide us to make smarter decisions.

Topics: Scale Your Channel, channel partner collaboration, Infographic, channel revenue growth, channel growth

Webinar Highlights: Where Channel Revenue Growth REALLY Comes From (Part 2)

Posted by Kellie Auman on Apr 20, 2017 10:10:00 AM

Let's jump straight into part two of highlights from our recent webinar covering best practices and sales tactics for channel sales leaders.  

Part II – Four Profitable Heresies - Michael A. Brown from BtoBEngage presented content during the webinar in four key areas:

1.  Identification & development of sales opportunities.  Your goal is to cultivate and drive practical opportunties for your organization.  In doing this, you need to have uniform lead scoring and criteria and a definitive release point from marketing to sales, while still maintaining enough flexibility that sales can get involved at any appropriate point.

Topics: Scale Your Channel, channel revenue growth, channel growth, channel revenue, revenue growth, webinar

Webinar Highlights: Where Channel Revenue Growth REALLY Comes From

Posted by Kellie Auman on Apr 18, 2017 11:20:11 AM

We recently hosted a webinar on channel revenue growth, and it was a huge success – plenty of participation and great feedback from all who participated.  The event was hosted by our own Seth Jacobsen, and featured two fantastic guests:  Marty Tascona from Deliberate Selling and Michael A. Brown of BtoBEngage.  The result was a talk full of great advice for companies who are both new to the indirect sales market, as well as established members of the community.

The webinar itself is still available online to view, but in case you’re in a hurry, we wanted to put together a ‘highlight reel’ of the most important information conveyed in the next two blogs.  Today, we’ll focus on Marty Tascona’s contributions and then in the next blog, we’ll look at Michael A. Brown’s advice.  

Topics: Build Your Channel, channel revenue growth, channel growth, channel revenue, webinar

Five Ways To Increase Partner Sales

Posted by Kellie Auman on Apr 11, 2017 5:15:00 PM

For anyone responsible with supporting channel partners, you know that anything you can do to help your partners drive more sales while keeping your company top of mind will bring great benefits.  Managing partners is the most difficult aspect of running a business focused on indirect sales, and successfully managing your partners will expand your sales numbers in ways that could never be accomplished on your own.

Realizing this is the easy part. Getting there is a challenge, in more ways than one.

Listed below are five ways to increase partners sales.

Topics: Scale Your Channel, Increase Channel Sales, partner sales goals, partner sales, increase partner sales

8 Tips for Creating Cost Effective Video Marketing in the Channel

Posted by Kellie Auman on Apr 6, 2017 4:30:00 PM

The great thing about online video is that it can be done quite cheaply.  One belief to dispel is that B2B content videos need to be slick and professionally-produced - they don't.  Some (largely anecdotal) evidence even suggests that more rough “homemade” videos tend to be trusted over videos that appear too flashy.  A decent iPhone or similar smartphone is really all that’s needed to make a decent web video, although better equipment is nice if you have access.

Whether your company has chosen to develop a corporate video, product demo, or a how-to video, keep in mind the list of guidelines provided below.  These tips will ensure that you end up with engaging, low-cost marketing content to distribute through your channels.

Topics: content marketing, content creation, channel marketing, video marketing

Keeping Up With Video Marketing Trends

Posted by Kellie Auman on Apr 4, 2017 9:40:00 AM

Current trends in online content marketing all point in one direction: VISUAL.  Among visual content, video has become an increasingly popular form of outreach for businesses targeting consumers at any level, even executives.  In fact, top level executives have become some of the biggest consumers of video marketing materials.

As a vendor, you’re in a great position to produce video content.  In many cases your sales partners will lack the budget, time, or talent to create effective videos themselves, so creating video marketing applications that your partners can leverage will help drive sales and increase your overall value to them.

Topics: Channel Marketing Strategy, content marketing, content creation, video marketing

Improving Visibility and Velocity In Your Sales Channel

Posted by Kellie Auman on Mar 28, 2017 12:40:00 PM

Here at LogicBay, we’re committed to delivering the most comprehensive Partner Relationship Management (PRM) system on the market, backed by managed services that provide the initial and ongoing support necessary for a successful sales channel. Over the years, we have continued to develop lead management capabilities that allow our clients to improve sales support across their partner channel. For anyone managing a sales channel, you'll know this is no easy task. However, we’ve recently incorporated three new enhancements to our Lead Management Module that are bound to give you better visibility into your sales pipeline and help you increase sales velocity in the channel.

Topics: logicbay features, pipeline forecasting, partner sales goals, sales goals

Partner Relationship Management 101: Part 2 of 2

Posted by Seth Jacobsen on Mar 23, 2017 5:30:00 PM

Below is a quick recap from Partner Relationship Management 101 - Part 1.

You can also read the full article here

PRM software is an all-in-one, web-based tool designed to help manage and maintain partner relationships.  PRM is easily accessible and ensures each user (vendors and/or partners) has access to the areas they need for success.

Common features of PRM software include:

  • A single access portal, often cloud-based, and available to everyone in your channel ecosystem.
  • A database of customer leads.
  • A centralized communications tool.
  • A central digital repository of all documentation and marketing materials.
  • Learn-at-your-own-pace training modules.
  • Data on your entire channel ecosystem.
  • A customized, data-based incentive program.

Now that we have defined PRM software and provided information on the common features, let's learn how using the tool can benefit your company.

Topics: prm, Build Your Channel, partner relationship management

Partner Relationship Management 101 - Part 1 of 2

Posted by Seth Jacobsen on Mar 21, 2017 11:05:00 AM

Partner Relationship Management (PRM) software is becoming a hot topic, particularly as more businesses look to embrace indirect sales models where they rely on sales partners to drive revenue.  There are enormous challenges associated with managing a growing channel ecosystem, particularly given how much buyer behavior has changed in recent years.

PRM is the software solution that can make business relationships, and growing your ecosystem more manageable.  If you haven’t looked into PRM before, we have put together a brief, two-part guide that will fill you in on its features and why PRM makes sense in a modern indirect sales scenario.

Topics: prm, Build Your Channel, partner relationship management

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