Most Common Mistakes Made When Managing Sales Partners

Posted by Seth Jacobsen on Feb 28, 2017 8:35:00 AM

We don’t only provide Partner Relationship Management software here at LogicBay; we understand the importance of professional services for a complete channel program.  We work directly with our own consulting partners, as well as our established customer base, to understand best practices in channel sales and management processes.  As such, over the years, we’ve come to learn a number of common mistakes among those selling through channel partners.

If you’ve been in the indirect sales game for years, you may have already learned some valuable lessons from - or navigated around - some of these issues.  However, if you’re looking to expand or improve your channel partner support, we've compiled the following list to help you improve your chances for success.

Topics: partner relationship management, channel management, channel manager, channel partner management

How Proper Channel Management Supports International Growth

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

There is a world of business opportunity out there, and it's available to more than just the large entities traditionally thought of as multinationals.   Emerging markets are developing at a rate that provides plenty of opportunity for companies of all sizes to capitalize on this growth.

Of course, there's competition aplenty as well, and not just from American interests.  Russian and Chinese corporations are particularly interested in these emerging markets, along with plenty of smaller players.  The victors will be those who can build the strongest local ties backed by effective channel management support teams and systems.

Topics: channel management, international expansion

Channel Management Strategies - Maximizing Underperforming Sales Channels

Posted by Seth Jacobsen on Aug 30, 2016 2:50:00 PM

In a perfect world, every sales channel would be a great performer... but this isn't a perfect world. In reality, any indirect sales ecosystem is going to have over-performers and under-performers. It's a familar adage: 80% of the performance comes from 20% of the channel.

One of the things that separates the truly great channel managers from all the rest is having the ability to bring the under-performers up to par. After all, most of the time simply eliminating the sales channel isn't a good choice. It's occasionally necessary, but should be considered a true last resort when, generally, working smarter to re-engage your channel partners will be a much less costly option.

This will almost certainly require some time and hands-on intervention, but when done properly, the right tools and strategies can help you breath new life into an underperforming channel program.

Topics: channel management, channel sales, b2b

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

3 Questions B2B Sales and Marketing Leaders Should Be Asking Themselves Today

Posted by John Panaccione on May 6, 2016 1:30:00 PM

There’s a lot of buzz going around about how changes in buying habits are forcing changes in selling habits. It’s a pretty basic concept and it goes like this: as consumers, whenever we make a major purchase, most of us start by Googling it.  We learn about what options are out there – we do our own research.  We narrow the field of choices for where to buy – the local store if we want it right now, Amazon, or a favorite retailer online. 

So when we get asked to solve a problem at work, we do the same thing.  Why not?  For millennials, there is no “change” in behavior – that’s the way it’s always been for them.  Us older folks have a bunch of “I remember when…” stories.  “I remember when you had to go to a store to rent a movie.”  “I remember it was cool to have a calling card so I could use any pay phone to call anyone.”  If you’re over 30, it’s a change in buying behavior.  If not, that’s the way it’s always been.  You don’t have as many “I remember when” stories.  Sorry. 

Topics: Build Your Channel, Ease of Doing Business, Partner Collaboration, channel management, Channel Marketing Strategy

Agile Marketing: Inbound Marketing Changes the Game!

Posted by John Panaccione on Apr 28, 2016 1:10:00 PM

There are two things I’ve learned being a practitioner of inbound marketing for the last five years. First, it makes a big difference whether your marketing message is focused on satisfying a transactional need, or whether you are tending to the latent needs of your end customer through education. Second, inbound marketing – unlike traditional outbound marketing – introduces the unique ability to employ what I call an “agile marketing” strategy.

This requires actively listening to the data you can draw from your leads, creating a message that differentiates you from your competition, and making sure your products and services match their needs. The more latent your customer’s needs, the more you can benefit from agile marketing.

Topics: Build Your Channel, Ease of Doing Business, PRM Best Practice, Channel Software, Partner Collaboration, channel management, Channel Marketing Strategy

Channel Partnerships: The New Future Of Global Business

Posted by Seth Jacobsen on Feb 23, 2016 2:35:00 PM

Channel partnering is on an upswing, with more businesses than ever before creating multiple partnerships across specialty and technological lines. Is your organization thinking in terms of what other companies can do for you... and do you have a channel management system that can make it happen?

We're living in an age of unprecedented change in business and technological sectors, with market shifts coming so rapidly that it's nearly impossible for any one firm to keep up. Even as a company becomes settled and comfortable with one set of systems, another leaps to the forefront and necessitates more changes to keep up with global standards. 

(Just ask your CIO about the problems she has keeping the network modernized!)

Topics: channel management software, channel management, global business

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

9 Industry Trends Impacting Partner Relationship Management | Part III

Posted by Seth Jacobsen on Oct 2, 2015 10:00:00 AM

Today we offer the conclusion to our three-part blog series discussing industry trends that need to be taken into consideration for supporting your indirect sales channel. We see Partner Relationship Management (PRM) as a way of thinking with technology as a critical component to enabling a successful channel program. Part of that philosophy is understanding the dynamics of you partner ecosystem and how the evolution of your business is supported by systems and processes that can grow with you over time.

Topics: Build Your Channel, Ease of Doing Business, PRM in the cloud, channel management, Understanding PRM, Channel Marketing Strategy

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

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