Communication: The Critical Element for Successful Channel Partner Engagement

Posted by Kellie Auman on Oct 3, 2017 2:30:00 PM

Channel managers understand how vital channel partner engagement is to improving indirect sales. Effective channel partner engagement has numerous benefits, both for you as a channel manager and for your partners. The higher the quality of channel partner engagement, the easier it is for the people who work within your re-seller network to do their job of selling and servicing your products every day.

Effective communication helps you build strong relationships with your channel partners. Once established, those relationships will:

  • Improve productivity and distribution numbers.
  • Increase sales and commission numbers for dealers.
  • Make advertising and marketing campaigns more successful.
  • Improve customer service along the entire channel.

Topics: Scale Your Channel, channel partner engagement, communication, channel partner relationship

How To Drive Sales Through Incentives

Posted by Kellie Auman on Aug 31, 2017 9:15:00 AM

Your company has just launched a new product. It is anticipated to be a huge part of your business. As the company’s sales director you are responsible for partner sales and have recruited and on-boarded the right channel partners. Now that your channel partners are thoroughly prepped, armed with new product information and ready to sell – you need a reason for them to sell more, sell often and meet/exceed quota.

Developing incentives will prime your channel partners to drive sales so that your product (and your company) will be leaders in the market space. It is important to understand that the underlying rationale of incentivizing channel partners is to motivate them to sell more. Incentives can take several forms such as:

  • Additional discounts off the sales price of the deal
  • Product rebates
  • Market development funds

Topics: Scale Your Channel, channel partner engagement, driving sales, developing incentives

Three Ways To Keep Your Channel Partners Happy

Posted by Kellie Auman on Aug 1, 2017 11:20:00 AM

When managing an indirect sales ecosystem, it’s vital to remember that you are  competing with other vendors for sales partners.  This is true both in terms of recruiting partners in the first place, as well as maintaining mindshare when a partner may be working with multiple vendors.  

The more attractive you can make your channel, the easier it will be to both recruit partners and keep them enthusiastic about the partnership. We’ve worked with plenty of vendors and partners, so we’ve seen a lot of commonalities between various vendor\partner relationships.  Here are three ways to ensure the happiness of your sales channel partners in an extended ecosystem.

Topics: Build Your Channel, Sales Productivity, channel partner engagement, Increase Channel Sales

Rules Of Engagement to Keep Partners Motivated And Engaged

Posted by Seth Jacobsen on Jul 26, 2016 10:40:00 AM

Few aspects of indirect sales models are more crucial than achieving and maintaining high levels of partner engagement. Simply getting new partners into your channel is only the first step. The long haul is keeping them onboard, enthusiastic, and continually looking to promote your product - even above other products they might offer from the competition.

Anything you can do to make partners feel more supported, and make their jobs easier, will go far in maintaining this level of engagement. We have compiled a few guidelines that can help you readily achieve these goals.

Topics: Scale Your Channel, channel partner engagement

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

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

4 Benefits of Channel Partner Collaboration

Posted by Seth Jacobsen on Dec 23, 2014 2:11:00 PM

Mindshare, engagement and collaboration are terms that have been a focus of our attention on this blog in the last yaer.  All of these aspects are critical to the success of your channel partner strategy.  Mindshare was just covered in our post last week.  Let’s focus on collaboration.

You recognize that a channel partner strategy is the best approach for increasing your company’s sales and you have already formed a network of strong partner relationships.  The right channel partners have the market knowledge, distribution channels, sales expertise and customer relationships to successfully sell your products and/or services.  Managing these relationships is a very complex and time consuming task and significantly impacts profitability. Finding ways to improve collaboration is clearly a factor of success.


Topics: prm, Scale Your Channel, channel partner collaboration, partner relationship management, lead management, Partner Collaboration, channel management, Understanding PRM, channel partner engagement, marketing

PRM Partner Portals: Achieve Visibility Into Channel Performance

Posted by Seth Jacobsen on Nov 18, 2014 10:30:00 AM

Listening to the needs of your channel partners provides your business - and theirs - tremendous benefits.  The channel will realize improved efficiencies and greater productivity as well as a distinct competitive advantage in the marketplace.  Partner relationship management (PRM) is a strategy to help you get the most out of your channel partnerships by achieving the business outcomes you both need to be successful.

Topics: prm, Optimize Your Channel, partner relationship management, Partner Portal, Partner Collaboration, channel management, channel partners, channel partner engagement, Performance, prm systems

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