Leveraging Increased Security And Reliability Through Amazon Web Services

Posted by Seth Jacobsen on Feb 21, 2017 11:20:00 AM

Amazon Web Services (AWS) is the world’s largest and most popular source for cloud services and web hosting.  They’re available to businesses large and small, and are trusted as hosts by some of the largest and most popular websites online.  But just because companies like Netflix and Airbnb use AWS for hosting, does that mean they’re right for your business as well?

At LogicBay, the answer was absolutelyWe have found AWS to be an excellent solution for a wide variety of cloud- and distributed-computing needs.  Their ability to provide us with the highest levels of security, increased responsiveness and uptime, have allowed us to meet the global needs of our growing customer base. But we're not alone in this assessment.

Topics: Scale Your Channel, PRM in the cloud, cloud security, cloud reliability, software as a service

What You Should Consider When Evaluating PRM Providers

Posted by Seth Jacobsen on Feb 16, 2017 9:40:00 AM

While the market for Partner Relationship Management (PRM) software is relatively new, it’s an area that’s attracting plenty of attention for its ability to impact change.  There are already several PRM choices which are considered mature, robust, and are being widely deployed.  And as indirect sales channels continue to become more important, it seems inevitable that more names will be added to that list in the days to come.

Of course, it’s not enough for a software solution to merely be well known. It still needs to fit your particular organizational goals as well.  In many cases, the best solution includes a combination of technology and services. This is where selecting the right PRM provider can become tricky.  A successful PRM implementation requires understanding your needs along with the capabilities of the software you’re considering, to ensure the two are in alignment. 

So today, we wanted to present a general step-by-step guide for the process of selecting a PRM provider.  

Topics: Scale Your Channel, prm strategy

Partner Recruitment and Your Ideal Partner Profile

Posted by Seth Jacobsen on Feb 14, 2017 2:14:00 PM

It’s a buyer’s market out there in more ways than one.  Due to the proliferation of business startups in recent years, and the vast reach of the Internet, virtually every company is facing more competition than ever before.  That’s not just true for B2B or B2C enterprises, but also for indirect-sales organizations seeking to sign up new sales partners.

In the same way that smart marketing today involves aligning sales and marketing efforts to precisely target buyers, a vendor looking to grow their channel ecosystem should also be focused on smart outreach to potential partners.  It can’t be a “one size fits all” effort.  Because local sales outlets almost always have a wide variety of potential partnerships on the table, they’ll be going with the vendor(s) who can best meet their own business needs.

Of course, having an ideal partner profile is key. From there, the better you can communicate your value proposition to each potential partner, the easier it becomes to create a compelling pitch to bring them onboard.

Topics: Scale Your Channel, Build Your Channel, partner recruitment

Presenting A Clear Value Proposition to Your Channel Partners

Posted by Seth Jacobsen on Jan 31, 2017 2:20:00 PM

 While indirect-sales organizations have been around for a long time, in recent years they’ve become increasingly attractive to a wide variety of businesses which, previously, had been focused on direct sales.  Improvements in communication methods and quicker access to new markets has made channel-based ecosystems much more viable on large scales, while offering fewer trade-offs in terms of loss of oversight and management.

As a result, there is more demand for the best sales partners in your industry, and they can be more selective in choosing which brands want to represent.

In order to effectively grow your ecosystem into one that’s capable of sustainable growth, extra effort is needed to convince partners to join your program.  From there, you will have help your partners focus on pushing your products ahead of other vendors, especially in a competitive offering.

Needless to say, a clear value proposition is needed.  Your partners will be rightfully asking themselves, "What's in it for me?" They must be convinced, and then continuously reminded, of why it makes good business sense for them to work with you.

Topics: Build Your Channel

Demonstrating The ROI Of Partner Relationship Management Software

Posted by Seth Jacobsen on Jan 25, 2017 8:15:00 AM

It’s fine to talk about all the benefits of Partner Relationship Management (PRM) software in the abstract, but sometimes it's important to lay out the business case in order to move forward.

Whether it’s showing the value of PRM to your own executive team, or using it as a selling point when recruiting new sales partners, being able to show some hard numbers pointing to the effectiveness of PRM can be a big help.  This starts by looking at the areas where PRM reduces inefficiencies and other barriers to revenue, then by applying those key points to your own financials. 

We have identified seven key areas where PRM can impact an organization's ability to increase revenue, reduce costs, and drive a positive ROI.

Topics: Scale Your Channel, ROI of PRM

How to Improve Lead Management in the Sales Channel

Posted by Seth Jacobsen on Jan 19, 2017 9:50:00 AM

Executing an effective lead management strategy is more vital to growing a business today than perhaps it ever has been before.  At the very least, it’s significantly more complicated. 

Thanks to the Internet, there are now more leads available for more businesses than at any other time in history.  With somewhere between three and four billion people now online - nearly half of the world’s entire population - every business in every industry now has access to a vast pool of potential buyers. 

However, this makes the challenge of lead management a multi-faceted issue.  There are a variety of problems that can arise from poor lead management, and a savvy indirect sales organization will need to address all of them to successfully grow their business and customer base.  

While we recognize that Partner Relationship Management (PRM) software can go a long way towards addressing those issues, there are a number of procedural factors to consider along the way.

Topics: partner relationship management, lead management, channel sales

Implementing Loyalty Programs to Enhance Your Indirect Sales Program

Posted by Seth Jacobsen on Jan 17, 2017 10:20:00 AM

Loyalty programs aren’t just for B2C markets any more!  They’re also an excellent way to incentivize partners in your indirect sales channel, building loyalty and engagement among their sales staff and helping to collaborate on opportunities to accelerate sales.

Remember, keeping mindshare among your partners is critical for inspiring them to promote your products & services ahead of other vendors they may also be representing.  And in an environment where increasing numbers of businesses are looking towards the indirect sales program, that means it’s becoming increasingly important to find ways to differentiate yourself.  A loyalty program can do a lot to keep your existing partners happy, while acting as a nice recruiting tool for bringing new partners on board.

Topics: Optimize Your Channel, sales partner incentives, partner loyalty

Top B2B Trends to Watch in 2017

Posted by Seth Jacobsen on Jan 12, 2017 10:10:00 AM

It’s an exciting time to be in business, with new techniques coming along every day.  The rapid progress of technology is turning into equally-rapid changes to how we do business, meaning the field is wide open for nearly any company in any field to succeed.  Those who can stay ahead of the curve by paying close attention to -and meeting - their customers’ wants and needs will be the ones who thrive. This can be especially important for those that rely on reaching the customer through their sales channel partners.

What strategies should you be adopting into your own sales ecosystem to keep up with the times while providing innovative solutions?  Below are some of the trends we’re following closely here at LogicBay, and we'll continue to keep an eye on their impact in the world of B2B sales throughout 2017.

Topics: channel sales, channel marketing, b2b, scaling your sales channel

Successful Account Based Marketing In Channel Sales Systems

Posted by Seth Jacobsen on Jan 10, 2017 4:35:00 PM

One of the most talked about trends in marketing today is Account Based Marketing, or ABM.  ABM represents a targeted outbound approach that can be segmented by large national accounts, industry, or even product category. It also serves as a nice complement to inbound marketing efforts which can cast a larger net, but may take months (or more) to pay off. 

However, there are aspects of ABM that can make it tricky to execute within indirect sales systems.  ABM requires a lot of focus and coordination between departments, which can be difficult within a channel ecosystem.  Today, that’s what we want to look at:  Ways to make ABM easier to achieve within channel sales.

First, a quick definition for those who haven’t encountered ABM before.

Topics: marketing, channel sales, account based marketing, scaling your sales channel

Hitting the Brakes: When Growing Too Fast Starts Impacting Channel Sales

Posted by Seth Jacobsen on Jan 3, 2017 10:25:00 AM

First and foremost...welcome to 2017!

As you may have seen in the past, we like to write about the stages of growth that are often seen within a channel ecosystem, and how a well-run indirect sales program can smoothly grow from its beginning stages to one of stability and sustainability.  There’s also the undesirable situation of sub-optimized sales channels where internal issues are holding it back from further profitable growth.

However, there’s another situation which isn’t often talked about but which growing ecosystems should watch out for:  instability brought about by too-rapid growth.  It’s very easy for a channel manager or VP of Sales to become overly enthusiastic about growth and expansion, particularly if they’ve identified an under-served market and are trying to establish themselves as the key service provider within it.  In such cases, it may seem like there’s no such thing as too much growth… but there is. In these situations, the solution is to slow down.  Hit the brakes. Take the time to understand what challenges are likely ahead and prepare yourself to meet those head on.

Topics: channel sales, channel performance

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