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

What Is Channel Conflict & How Can I Avoid It?

Posted by Kellie Auman on Jun 15, 2017 11:10:00 AM

Channel conflict can occur when multiple partners are selling the same product in a market for different pricing. Inevitably, this will create a situation in which your channel partners have to compete against one another and/or your internal sales team. This conflict is not just price-based, but includes friction that can arise from a lack of dealer training, poor communication from company to dealer or merely inefficiently delivering information and applications from too many old legacy sites and systems.  No fear, we plan to help you avoid channel conflict and increase your channel sales. First, it's important to understand how channel conflict impacts your customers, your channel partners and your company.

Topics: Optimize Your Channel, Partner Collaboration, Channel Conflict, PRM solutions, partner program

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

What Does It Really Mean to Be “Easy to Do Business With?”

Posted by Paul Tobin on Dec 2, 2015 3:30:00 PM


You hear it everywhere these days. Companies proclaiming that they want to be “easy to do business" with their channel partners. Who can blame them? There’s not much future for a company that’s difficult to do business with. Yet, most companies are. Especially when supporting their indirect sales channel.

Topics: prm, PRM Best Practices, channel partner collaboration, Partner Portal, channel management software, PRM Best Practice, Lead Registration, lead management, Channel Software, channel management, Channel Partner Onboarding, Channel Conflict, Channel Marketing Strategy, New Product Introductions, Channel Sales Productivity, channel manager, channel partners, channel partner engagement, indirect sales, Channel Partner Certification, Increase Channel Sales

Promoting Partner Collaboration via PRM

Posted by Seth Jacobsen on Sep 13, 2015 7:30:00 AM

Many challenges we face within our organizations can be traced back to one root cause: ineffective communication. This in turn leads to poor collaboration, which leads to fewer sales, lower profits, and even lower morale. For companies that provide goods and services through an indirect sales channel, these challenges are magnified. So, what’s the recipe for improving communication between channel partners and ensuring a unified, collaborative effort resulting in across-the-board increases? A technology platform that promotes feedback and improves the quality and frequency of communication is critical to helping you achieve the results you desire. 

Topics: channel partner collaboration, partner relationship management, Channel Partner Training, Sales Productivity, channel management software, PRM Best Practice, Partner Collaboration, channel management, Channel Conflict, channel partner engagement

How To Delight Your Channel Partners

Posted by Seth Jacobsen on Jan 27, 2015 11:35:00 AM

Are you satisfied with the results of your channel partners? It is easy to focus on this question and stop there when evaluating the success of your partners. However, this relationship goes both ways. It may also be good to ask: Are your channel partners satisfied with you? How can you “delight” your channel partners? By setting your partners up to succeed, you are setting yourself to succeed with them. Given this logic, providing your channel partners with the best resources and “delighting” them should be a top priority. Here’s how you can start.

Topics: Channel Conflict, Channel Sales Productivity

3 Free Ways to Learn About Managing Channel Conflict

Posted by Seth Jacobsen on Jan 26, 2015 8:37:00 PM

Channel conflict can mean a number of different things, but the basic definition is fairly self-explanatory. It generally refers to the conflict that arises from your channel partners competing against each other for the same business. All too often this leads to each partner drastically lowering their prices to compete with one another, which leads to price deterioration and ends up hurting your bottom line.

Topics: Channel Conflict, Performance

5 Tips for Improving Channel Partner Relationships in 2015

Posted by Seth Jacobsen on Jan 12, 2015 5:55:00 PM

Although 2015 is already here, it’s not too late to set New Year’s resolutions for your organization. While goals like new and improved products and services are certainly good ones, think about how you can better make use of your partners too. Those companies that market and sell on your behalf are vital to increasing sales and boosting profits. There are a number of ways you can improve your partner management methods and make 2015 a banner year for your company.

Topics: Build Your Channel, Channel Software, Channel Conflict

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