Three Common Complaints From Sales Partners

Posted by Kellie Auman on Jul 25, 2017 12:35:00 PM

Properly managing a growing indirect-sales ecosystem requires a lot of care and attention, particularly when it comes to problems your channel sales partners may experience during the partnership.  Anything you can do as a channel manager to make their lives easier will pay off in the long run.  Not only will they have more time to devote to selling your products, they’ll have a positive experience during the process. That can really make a difference, particularly in situations where your partners aren’t exclusive and you are, in effect, competing against other brands they’re selling.  

Here, we address three common complaints that sales partners have about their vendors and included ideas and processes to overcome those issues.

Topics: Partner Collaboration, Channel Conflict, Channel Sales Productivity, sales partners

Lead Management: Maximizing Visibility and Velocity of Partner Opportunities

Posted by Kellie Auman on Jul 20, 2017 2:10:00 PM

We were proud to recently host a learning webinar, Lead Management: Maximizing Visibility and Velocity of Partner Opportunities, with Maria Chien of SiriusDecisions.  (You can access a recorded version below.)

Companies that sell through an indirect sales channel face many challenges when it comes to lead management.  Examples include:

  • Alignment between marketing and sales
  • Tracking the progression of leads in the channel
  • Alignment on the 'rules of engagement'
  • Effectively managing a deal registration and lead management program
  • Supporting data to make necessary improvements over time

Topics: lead management, Channel Software, Partner Collaboration, LogicBay Community, channel partners

Three Key Functions Customer Relationship Management Systems Lack

Posted by Kellie Auman on Jul 18, 2017 8:45:00 AM

Many companies use Customer Relationship Management (CRM) systems to coordinate and manage their interactions with customers. CRM software provides an excellent system for automating the sales process as well as storing and analyzing sales data. Although CRM systems are generally recognized as the best tool for managing direct sales, they do not provide an adequate solution for managing indirect sales partners (also known as channel partners).

Vendors who use indirect sales partners face a unique set of challenges because their relationships are far more complex. Channel partners are independent; they are not employees who are part of a direct sales force. In addition, they may be located in different parts of the country (or the world), making communication more difficult. And in many cases, they sell your competitors’ products. A loosely-managed indirect sales force can wind up competing with your direct sales staff – or other channel partners.

Topics: Build Your Channel, lead management, channel management, Channel Sales Productivity, dealer training, channel certification training

New Partnerships:  Enhancing Business Intelligence & Dashboard Reporting

Posted by Kellie Auman on Jul 13, 2017 3:00:40 PM

As part of our continuing drive to keep LogicBay at the top of the PRM curve, and continue to provide you with the tools you need to most effectively manage your ecosystem, we’re proud to announce the integration of Sisense business intelligence technologies into our dashboard system! (You can find the full press release here.)

What does this mean for existing LogicBay users?  Simply put, it means your dashboard is about to become more flexible while also offering better ways to dig into your data for actionable intelligence, but without sacrificing ease-of-use. 

In recent years, Sisense has been disrupting the Business Intelligence (BI) industry with their analytical products.  Their robust systems allow even relative newcomers the ability to perform the sort of “deep digs” into their business data which would previously have required expert assistance.  Sisense can work on large, complicated, or disparate data sets while constructing visualizations that are easy to understand.  Hence why Sisense was our go-to choice when looking to improve our dashboard reporting.  

Topics: channel partners, business intelligence, prm technology, sales partners, dashboard reporting

Four Ways PRM Makes Channel Sales Easier

Posted by Kellie Auman on Jul 11, 2017 1:30:00 PM

Channel sales organizations can’t afford to be disconnected. With so many options available online, in practically every B2B field, both direct- and indirect-sale operations are competing on a relatively level playing field.  An indirect sales system needs to provide a seamless consistent buyer experience to build a strong customer base.  If not, buyers are likely to go with the option that provides the smoothest experience.

That is exactly what a Partner Relationship Management (PRM) solution like ours can help you achieve. PRM takes the principles behind Customer Relationship Management programs, but goes to the next level, allowing you to monitor, manage, and support your sales partners almost as closely as if they were in-house.  In turn, PRM can also make you more attractive to sales partners as well by making their lives easier!

Topics: Partner Collaboration, Channel Partner Onboarding, Marketing Materials, PRM solutions, channel marketing

Five Takeaways From The 2017 State of Inbound Report

Posted by Kellie Auman on Jul 5, 2017 10:00:51 AM

Recently, we read HubSpot's State of Inbound Report.  Here we have summarized what we feel are the top five takeaways that you should know about!

1.  Inbound is mainstream.

Just a few years ago, inbound marketing was still seen with skepticism.  Now, it’s the norm.  70%+ of respondents around the world said that inbound marketing was now their primary focus, and that they were most concerned with growing\converting leads via Search Engine Optimization.

2.  Paid marketing is increasingly derided.

When asked for the most overrated marketing tactic, the “winner” -by far- was paid offline marketing such as print and broadcast, with 32% of the vote.  A further 11% thought paid online marketing, like social media ads and PPC, was overrated.  By contrast, tactics like blogging and SEO were in the 5-6% range.

Topics: PRM Best Practices, Inbound Marketing, Channel Sales Productivity

Six Security Must-Haves For Your Indirect Sales Ecosystem

Posted by Kellie Auman on Jun 29, 2017 3:00:00 PM

Cyber-crime attacks are growing in number, severity, and economic impact.  Nightmare situations involving attacks on institutions like power grids or the SWIFT e-banking network are becoming real, on top of the many highly-publicized data thefts from groups like Yahoo.  Worst of all, there’s virtually nothing the police and governmental authorities can do to stop these threats.  The global, decentralized nature of cyber-criminals makes them extremely difficult to catch, particularly those working out of developing-world nations with limited policing resources.  

When managing an indirect sales ecosystem, it’s virtually inevitable to rely on remote computer services to manage your sales network and keep everyone informed and connected.  While platforms like PRM can help centralize your files, communications, and customer data, no single platform by itself can guarantee security.  In this blog, we list six security must-haves for your indirect sales ecosystem and include more details about our recent SOC 2 Type 1 security certification.

Topics: Build Your Channel, indirect sales, security, cyber-security, soc2

Your Starting Point on the Roadmap to Revenue Growth

Posted by Kellie Auman on Jun 27, 2017 10:50:00 AM

Effective partnerships can greatly impact any company’s success.  Recently we announced technology partnerships with companies like Sisense, DocuSign and Videonitch.  In addition to technology partners, we also have strategic partners that can align their best practices in channel management strategy to a Partner Relationship Management (PRM) solution for our shared customer base. 

Among our list of strategic partners is Consilium Global Business Advisors, a group dedicated to supporting B2B manufacturing companies. Consilium offers clients a variety of services, that are focused on anticipating and capitalizing on trends in order to achieve scalable, predictable, and profitable growth. Below, we outlined the basic steps of the Revenue Growth Program, and also point out where our PRM solution fits in.

Topics: Channel Partner Onboarding, Channel Marketing Strategy, indirect sales, channel sales, buyers journey, Buyer Trends

Addressing Marketing Disruptors Part 2 (Buyer Trends)

Posted by Kellie Auman on Jun 22, 2017 9:10:00 AM

Welcome to Part 2 of our blog series on marketing disruptors referenced in the 2017 Hubspot State of Inbound Marketing Report.  Today we’re going to focus on the changing human trends and how shifts in buyer preferences and procedures are creating new challenges for marketers.

Buyer behaviors are changing almost as fast as anyone can document them.  Keeping up with the trends is more important in marketing than ever before, particularly in an indirect sales organization where keeping partners on the same page is a necessity. Let's examine the biggest human behavior factors disrupting marketing strategies.

Topics: Channel Marketing Strategy, indirect sales, channel sales, buyers journey, Buyer Trends

Addressing Marketing Disruptors - Part 1 (Technology)

Posted by Kellie Auman on Jun 20, 2017 12:35:00 PM

The HubSpot State of Inbound Marketing Report was recently released and we’ve been pouring over it, looking at the latest insights.  This year, what really caught our eye is their section on disruptors.  We’re seeing a huge influx of new technology, new ideas, and new buyer trends which are forcing marketers scrambling to keep up, and unsurprisingly the Hubspot report talks about that in some detail.

Over the next two blog posts we will cover new buyer trends and what they may mean for the marketing campaigns you and your partner companies put together.  After all, even the best tools for collaborative indirect-sale marketing won’t do any good if the strategies are behind the times. Let's start by examining new technological marketing changes.

Topics: Channel Marketing Strategy, marketing technology, video marketing, buyers journey

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