Managing Data to Support Your Channel Partners

Posted by Kellie Auman on Jun 8, 2017 12:15:00 PM

Any manufacturer that has built a successful sales channel knows that maintaining competitive advantage in the marketplace rests on the ability to evolve as an organization while adapting to the changing needs of their partners. This requires proper planning, consistent communication and an understanding of what it takes to build long-term relationships.  A company’s ability to make good decisions on the path to building positive long-term relationships with its channel partners typically depends on the accuracy and timeliness of data from a variety of sources and systems.

Topics: Optimize Your Channel, Ease of Doing Business, channel management software, PRM Best Practice, Channel Software, Partner Collaboration, channel management, Channel Marketing Strategy, business intelligence, data visualization

Partner Relationship Management Software - SaaS Or Installed?

Posted by Seth Jacobsen on Mar 22, 2016 3:20:00 PM

If a company is looking into Partner Relationship Management (PRM) Software to help them manage and improve relationships with channel partners, there's one very basic question they need to answer early on. The answer to this question will dictate a lot of elements in terms of how the system will be implemented, and how it will be administrated after deployment.

In short: Should the PRM be hosted on the cloud as a SaaS solution, or be installed and owned locally?

Topics: channel management software, PRM in the cloud

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

Partner Relationship Management Playbook [Infographic]

Posted by Seth Jacobsen on Sep 15, 2015 7:30:00 AM

For many best-in-class manufacturers, a sales channel “playbook” consists of a Partner Relationship Management (PRM) system that allows the “coaches” (CMOs & Channel Managers), and “players” (channel partners and dealers’ salespeople, service techs, parts experts and others) to perform at their very best. With the right blend of smart coaching, great players and a strong playbook, your channel team will be set up to make a title run of its own.

Topics: prm, channel partner collaboration, partner relationship management, Partner Portal, Channel Partner Training, Sales Productivity, channel management software, best practices, PRM Best Practice

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

Managing Data to Support Your Channel Partners

Posted by Seth Jacobsen on Sep 4, 2015 7:30:00 AM

Any manufacturer that has built a successful sales channel knows that maintaining their competitive advantage in the marketplace rests on their ability to evolve as an organization while adapting to the changing needs of their partners. This requires proper planning, consistent communication, and an understanding of what it takes to build long-term relationships.  A company’s ability to make good decisions on the path to building positive long-term relationships with its channel partners typically depends on the accuracy and timeliness of data from a variety of sources and systems.

Topics: Optimize Your Channel, Ease of Doing Business, channel management software, PRM Best Practice, Channel Software, Partner Collaboration, channel management, Channel Marketing Strategy, business intelligence, data visualization

Dealer Portal vs. Partner Relationship Management (PRM) System

Posted by Seth Jacobsen on Aug 24, 2015 7:30:00 AM

It's not uncommon to think a dealer portal is how you should interface with your distribution channel.  After all, it will give your dealers, distributors and franchises a single landing page for most, if not all, of their interaction with you.  But life isn't that simple.  A typical dealer portal simply provides a landing site that's nothing more than a thin veneer of usability.  Underneath that veneer is a rabbit’s warren of 3rd party and home grown tools, comprising layers of diverse information architectures, unstructured navigation, and worse. 

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

Channel Management Best Practices You Need to Know for 2015

Posted by Seth Jacobsen on Feb 2, 2015 5:45:00 PM

If your company is utilizing multiple channels to maximize profits, you may think you’re ahead of the game. However, in today’s marketplace, chances are that your competitors are doing the exact same - often using the same channel partners. What you need to do is establish channel management best practices that will allow you to make the most out of each partner you’re working with. 2015 could be your company’s biggest year if you implement the following channel management best practices.

Topics: Optimize Your Channel, Build Your Channel, Channel Partner Training, channel management software, Channel Software, channel management

Gaining a Competitive Advantage with Channel Partner Insight

Posted by Seth Jacobsen on Nov 25, 2014 11:40:00 AM

You are the head of sales for an emerging growth company but your company’s sales remain stagnant. You are not able to efficiently move your products through your channel partners to the end customers, capitalize on new market opportunities or build successful relationships with your partners. This is not a recipe for success. In an effort to move forward you will need to evaluate your channel strategy to optimize your channel’s performance. We've come up with a list of places to start:

 

Topics: Optimize Your Channel, Ease of Doing Business, channel management software, PRM Best Practice, Channel Software, Partner Collaboration, channel management, Channel Marketing Strategy, business intelligence, data visualization

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