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

Great Partner Engagement Begins With The Channel Manager

Posted by Seth Jacobsen on Aug 9, 2016 5:30:00 PM

For any organization focused on an indirect sales model, one of the single most important roles is that of the Channel Manager - the direct link between themselves and all their partner channels. In a sufficiently large ecosystem, they may actually be directly responsible for more departments and workers than anyone else below the COO!

A company selling through an indirect channel cannot build partner engagement without having a great channel manager actively engaging those partners. That's why it's so important to recognize just how vital the Channel Manager role is, and to ensure they have the right tools and resources they need to do their job.

Topics: Build Your Channel, channel manager

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

Pareto Principle: How to Manage a Growing Roster of Channel Partners

Posted by Seth Jacobsen on Dec 18, 2014 2:50:00 PM

A growing network of channel partners – dealers, VARs, and resellers – can be a very good thing for companies looking to increase revenue, but to those tasked with managing channel relationships, adding channel partners also means adding to the challenge of maintaining and maximizing their engagement with the enterprise. Getting the attention of your channel partners - and maintaining it - is one key challenge. Another challenge is bucking the Pareto principle where 80% of your revenue comes from only 20% of your partners. This scenario leaves most channel managers wondering how to change this dynamic and get most out of their entire channel.

Topics: prm, Scale Your Channel, PRM Best Practice, Partner Collaboration, channel management, channel manager, emerging growth companies, Channel Partner Certification, Increase Channel Sales, Performance, marketing, communication, dealer training

Subscribe to Email Updates

Posts by Topic

see all

Recent Posts