Doing Business?  Make It Easier For Your Clients & Partners

Posted by Kellie Auman on Oct 12, 2017 12:00:00 PM

 "Nothing in the world is worth having or worth doing unless it means effort, pain, difficulty." 

When Theodore Roosevelt uttered these words, he wasn’t thinking about business. While he’s right, it is the work and the struggle that make the reward worthwhile, this doesn’t hold true for your business, your sales channel partners, or your clients. 

What’s it like to do business with you? Is it Roosevelt’s rewarding struggle, or is it an easy process that keeps customers and channel partners eager to return?

Hopefully you said it was easy, but if you didn’t, you probably asked yourself, “How can we be easier to do business with?” While the answer to that question is complex, the solution is quite simple.

Topics: PRM Best Practices, channel partner collaboration, partner relationship management, Ease of Doing Business

How To Become The Preferred Choice Among Your Channel Partners

Posted by Kellie Auman on Oct 10, 2017 10:05:00 AM

If your company relies on non-exclusive channel partners, that makes for a difficult balancing act. Obviously, you want them selling as much of your product or service as possible, BUT they have businesses to run, and it's only natural that they're going to be making the choices that benefit them best. Those choices might or might not involve promoting your company's products and brand.

Guide your partners to success.

If you're wondering about how your channel partners are differentiating your products, perhaps the first question to ask is "Do they have the knowledge necessary to differentiate it?"

Topics: Scale Your Channel, channel partner collaboration, Sales Productivity, sales partner incentives

LogicBay Announces Integration with Videonitch's Video Channel

Posted by Kellie Auman on Jun 13, 2017 11:40:00 AM

In the recently-released HubSpot State of Inbound Report 2017, video was named as the #1 marketing disruptor, with nearly all respondents reporting  new interest and investments in video-based promotions.  It’s becoming more important than ever that indirect sales organizations find ways to integrate video into their promotions and marketing at all levels, from top-down to ground-level operations. 

At LogicBay, we’re well aware of this pressing issue and are thrilled to announce the latest feature integration to our Partner Relationship Management (PRM) solution, the Videonitch VN Channel distributed video-creation platform.  (You can find the full press release here.)

Topics: channel partner collaboration, Partner Portal, content marketing, content creation, video marketing, video

SiriusDecisions Summit:  Aligning Priorities to Drive Intelligent Growth

Posted by Kellie Auman on May 2, 2017 3:15:00 PM

We are thrilled to be sponsoring the 12th Annual SiriusDecisions Summit being held May 16 - 19 in Las Vegas.  As a sponsor of the event, we are helping excite and educate the SiriusDecisions community and highlight our joint commitment to innovation and success. 

This year’s conference, themed Aligning Priorities to Drive Intelligent Growth, will focus on how to best operationalize your growth strategy and align it to your corporate business goals.  With over 43 expert sessions covering an array of interesting topics,  this year's event will not disappoint.  

Topics: Build Your Channel, channel partner collaboration, PRM Best Practice, channel sales

Three Trends Driving Change in Managing Sales Channel Partners [Infographic]

Posted by Kellie Auman on Apr 25, 2017 3:30:00 PM

Research shows that close to 70% of the buying decision is made before ever engaging with a supplier.  With this in mind, successfully managing your sales channel can be extremely complex.  There are three notable trends to consider to stay ahead of the competition and achieve success with every market opportunity.  

  • #1.  B2B buyer behavior is changing the game.
  • #2.  Mobile-ready technology is a must.
  • #3.  Better data is helping guide us to make smarter decisions.

Topics: Scale Your Channel, channel partner collaboration, Infographic, channel revenue growth, channel growth

A Data Driven Approach to Partner Marketing with PRM

Posted by Seth Jacobsen on Apr 19, 2016 11:30:00 AM

If you're looking for a quick way to sum up Partner Relationship Management (PRM) software, or pitch it to results-focused execs, the best way might be to simply say "It's CRM for an entire channel ecosystem."

Customer Relationship Management software can be a valuable resource in data-driven marketing. The allure is obvious. You get a central database of every customer interaction which can be used to make informed decisions on the effectiveness of sales and marketing efforts. Some CRMs have strong marketing automation capabilities, which track every website interaction, every email sent, as well as deep and robust analytics for digging into that data. Together they provide so much potential for creating actionable ideas for pulling in new leads and closing more sales.

Topics: channel partner collaboration, PRM v. CRM, prm systems

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

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

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