Evaluating Sales Support in the Indirect Channel

Posted by John Panaccione on Jul 21, 2016 10:30:00 AM

My colleague Ed Marsh (@edbmarsh) wrote a great piece last week commenting on a recent HBS article.  He made the point about how marketing automation is key to supporting a sales force in general.  I'd like to add to that sage advice.

The team of McKinsey consultants who wrote the HBR article stated:

"We found that devoting 50%–60% of sales employees to support functions is optimal. Many companies with low sales ROI devote less than 30% of their sales staff to support functions. But having too high a share of sales support has a negative impact on sales ROI, as it simply increases the cost base without adding additional support to the front line. Most of the companies with 60%–80% of sales support are in the bottom 75% of sales ROI."

The findings were based on research the authors conducted with 40 companies with direct sales forces - not a huge sample, but large enough to draw some valuable conclusions for sure.

Topics: Optimize Your Channel, indirect sales, prm technology, sales support

Partner Surveys: Increase Engagement While Improving Support

Posted by Seth Jacobsen on Jul 19, 2016 11:30:00 AM

When was the last time you've really, seriously asked your channel partners how you're doing as a company, and what you can do to help them grow their business? 

If the answer is "not recently", it might be a good idea to reach out to your partners. Afterall, individual partners have plenty of choice in which brands they represent, and it's not a decision that's going to be solely motivated by margin. Vendors who look to cater to their partners' needs, simplify sales, and show real interest in growing everyone's business are going to be the ones highly sought after by partners.

Topics: Optimize Your Channel, partner surveys

LogicBay PRM Version 10: Accelerate Channel Sales with Mobile-First Design

Posted by John Panaccione on Jul 12, 2016 11:00:00 AM

We are proud to announce the release of Version 10.0 of our Partner Relationship Management (PRM) technology. This milestone release is the culmination of over thirteen years developing best-in-class PRM software to support all levels of sales channel development. Our continued growth and success has been founded on consistently listening to the feedback from our customers, and building the technology based on the evolving needs of supporting an indirect channel program.

Topics: Scale Your Channel, prm technology

6 Keys to an Effective Channel Strategy

Posted by Seth Jacobsen on Jul 6, 2016 10:40:00 AM

There's little doubt that for new vendors on the market, the first year or two of building a productive collection of channel partners to help you grow is a challenge. With so much competition for channel attention, you need to stand out from the start to help attract and enable new partners.

That's precisely what Partner Relationship Management (PRM) software is built for. A single SaaS-based solution for channel management, which can scale from small to large organizations just as quickly as your channel program grows. But we've learned that success doesn't actually start with a PRM solution.

Based on our experience working with small-to-mid-size businesses in the developing phases of a channel program, we've identified six key areas which are necessary for rapid and successful channel growth.

Topics: Build Your Channel, channel strategies

How Changing Buyer Behavior Is Changing Channel Sales

Posted by Seth Jacobsen on Jun 30, 2016 1:50:00 PM

For modern businesses, one of the hardest things to get a handle on is just how much and how quickly buyer behavior has changed in just the past ten years or so - and it's only going to be changing more rapidly in the future.

Vendor ecosystems which are still relying on the "tried and true" methods of decades past are actually now putting themselves at a severe disadvantage. The online world is drastically reshaping the landscape of sales, and organizations must start addressing those changes, if they haven't already. Since we spend our days with customers who are focused on indirect channel sales, we understand the importance of updated processes and strategies, to meet the needs of modern online-enabled buyers in both B2B and B2C spheres.

Topics: Scale Your Channel, b2b, changes in buying behavior

Four Major Challenges Facing Indirect Sales Channel Management

Posted by Seth Jacobsen on Jun 28, 2016 10:30:00 AM

It's little wonder that as businesses expand and revenue targets increase,  companies turn towards an indirect sales model for moving their goods and services. In the Internet age, there are no boundaries for consumers to be exposed to your line of products, but without local representation it may limit your ability to actually serve them. Channel sales simply make sense in a digital on-demand world.

Eventually the decision to build out an indirect sales channel of distributors, resellers, VARs, or dealers becomes an easy one. After all, well-implemented channel sales models have three clear benefits over most direct-sales models:

Topics: Build Your Channel, channel management, channel sales

Cutting Costs and Accelerating Sales for Improved Channel ROI

Posted by Seth Jacobsen on Jun 24, 2016 3:00:00 PM

There are plenty of ways a good Partner Relationship Management (PRM) software system can improve a company's channel relations while making them more attractive to sales partners. However, today, we wanted to focus specifically on the bottom line.

It's impossible to be online for more than a few minutes without seeing a new software platform come to market with it's own solution to a B2B sales/marketing/operational challenge. In fact, we've written about how crowded the marketing technology landscape has become.

So...what makes PRM different?

Topics: Optimize Your Channel, ROI of PRM

4 Tips for Better B2B Inbound Marketing Through Indirect Sales Channels

Posted by Seth Jacobsen on Jun 22, 2016 11:10:00 AM

One of the biggest challenges for vendors relying on indirect sales is finding ways to integrate channel partners into their B2B inbound marketing strategies. Inbound content marketing is currently the reigning form of online marketing, but it can become extremely challenging for indirect-sales organizations.

The key is closer alignment between your own operations and those of your channel partners. By working more closely with your partners' sales and marketing teams, you can significantly increase the effectiveness of everyone's content marketing efforts across the entire ecosystem.

The more targeted your information-sharing strategy, the better it works out for everyone.

Topics: Scale Your Channel, Inbound Marketing, b2b

10 Powerful Inbound Marketing Charts

Posted by Todd Hockenberry on Jun 17, 2016 1:30:00 PM

Inbound marketing works, but just how well? HubSpot surveyed over 3,500 marketing and sales professionals across the globe to develop a comprehensive report that shows the impact inbound marketing has had on their businesses.

We’ve taken 10 powerful charts from this report to share with you. The results might surprise you. After downloading the presentation, you’ll learn:

  • The average cost per lead of companies using inbound
  • The percentage of companies using inbound that are seeing a positive ROI on their marketing efforts
  • How blogging and content creation helps increase lead generation
  • …and more!

Topics: Scale Your Channel, Inbound Marketing

Optimizing the Sales Channel With A Local Focus

Posted by Seth Jacobsen on Jun 14, 2016 10:20:00 AM


So CMOs, how's your local ground game?

Increasingly, local-based marketing is becoming a major concern for nationwide brands. Buying behavior has changed dramatically to the point that consumers are making the majority of their buying decision before ever reaching out to a local supplier. This has taken away the ability for local providers to leverage product information - knowledge! - and has shifted the need for vendors to re-consider how to impact marketing at the local level. Even back in 2012, two-thirds of national brands were investing in local marketing, and that number has undoubtedly grown in more recent years. It's a move that's dictated almost entirely by consumer trends:

Topics: Optimize Your Channel, channel sales, channel marketing

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