Kellie Auman

Recent Posts

LogicBay Is SOC2 Type 1 Certified!

Posted by Kellie Auman on Aug 17, 2017 8:50:00 AM

LogicBay is extremely proud to announce that we have recently completed the Service Organization Control (SOC) 2 Type 1 audit!  Beyond our desire to create the world’s most robust and flexible Partner Relationship Management (PRM) solution, we also recognize the need of any business today to be able to provide true security in our client data and any other sensitive information kept in our servers. This recent certification means we have achieved a high level of security, which is a necessity in any SaaS environment.

You can read our recent press release for more details on the certification itself, but we wanted to briefly cover what SOC2 Certification is and what this means to you.

Topics: Channel Software, LogicBay Community, cloud security, cyber-security, data security

Five Key Factors That Are Reshaping Content Marketing

Posted by Kellie Auman on Aug 10, 2017 12:30:00 PM

Content marketing may still be the most effective way of conducting online outreach – but it’s not easy.  In many ways, content market and SEO are more difficult than traditional marketing because of how quickly the landscape changes.  Shifts in buyer behavior to changes in technology can completely rewrite the rulebook at a moment’s notice. Today, we wanted to discuss some of the key changes that are happening, along with how you and your sales partners can build better content marketing together.

Topics: PRM Best Practices, Partner Collaboration, Channel Marketing Strategy, content marketing, thought leadership

Managing Channel Partners Through A Partner Portal

Posted by Kellie Auman on Aug 8, 2017 2:05:00 PM

The problem:  As the VP of sales one of your many responsibilities is to manage your sales channel partners.  This year ten new channel partners signed up and you have a dozen more in the pipeline.  It has become an all-consuming activity to mange and nurture these relationships and you are not feeling good about the results of your efforts.  The feedback you have been hearing from your channel partners suggests that your level of engagement and collaboration with them is not where it should be to ensure success.  The areas of needed improvement are in the following areas:

  • Marketing and Communication Support
  • Training and Certification
  • Performance Management

Topics: Scale Your Channel, Partner Portal, PRM solutions, Managing partners

How PRM Makes Recruiting and Onboarding Easy!

Posted by Kellie Auman on Aug 3, 2017 2:10:00 PM

For a vendor, few aspects of growing a sales ecosystem tend to be more time consuming and costly than partner outreach and onboarding.  Finding and recruiting sales partners takes the difficulties involved in sales and multiples them.  Training and onboarding new partners can be an expensive and cumbersome process as well.

Anything which can streamline these critical activities and reduce their costs should be welcomed by a growing indirect sales organization.  Fortunately, Partner Relationship Management (PRM) software can significantly reduce these burdens!  Smart use of PRM can make it easier to identify and recruit partners, while drastically reducing the time it takes to bring them onboard.  Here's how it works:

Topics: prm, Channel Partner Onboarding, Channel Partner Recruiting, partner recruitment

Three Ways To Keep Your Channel Partners Happy

Posted by Kellie Auman on Aug 1, 2017 11:20:00 AM

When managing an indirect sales ecosystem, it’s vital to remember that you are  competing with other vendors for sales partners.  This is true both in terms of recruiting partners in the first place, as well as maintaining mindshare when a partner may be working with multiple vendors.  

The more attractive you can make your channel, the easier it will be to both recruit partners and keep them enthusiastic about the partnership. We’ve worked with plenty of vendors and partners, so we’ve seen a lot of commonalities between various vendor\partner relationships.  Here are three ways to ensure the happiness of your sales channel partners in an extended ecosystem.

Topics: Build Your Channel, Sales Productivity, channel partner engagement, Increase Channel Sales

Five Ways To Improve Your B2B Customer Engagement

Posted by Kellie Auman on Jul 27, 2017 12:10:00 PM

With ever-changing business environments, recalibrating your marketing and outreach methods are often required  to ensure you and your partners capitalize on new market opportunities.  If it’s been awhile since you’ve evaluated your outreach methods, it’s definitely time to talk strategy with your partners. Technology is rapidly shifting how B2B brands engage with their customers, and your ecosystem needs to be able to shift with the times to keep up.

In this space, new trends are popping up everywhere; listed here are five methods that our clients and partners use to increase their B2B customer engagement.

Topics: Partner Collaboration, Channel Marketing Strategy, customer service, Brand promotion

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

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