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

What Does Football and Sales Management Have in Common?

Posted by John Panaccione on Jan 27, 2016 8:30:00 AM

As many can relate, I have watched a few football games in my lifetime, perhaps more than just a few. Today, I noticed a correlation in what I saw on the field and the challenges we face in the sales channel (bear with me here).

Topics: Optimize Your Channel, Sales Productivity, channel partner management

PRM Software: The Best Way to Onboard New Channel Partners

Posted by Seth Jacobsen on Feb 23, 2015 7:30:00 AM

PRM Software The Best Way to Onboard New Channel PartnersThere’s only so much your business can ever do on its own. You can do a lot more with the assistance, not just of great staff members, but of channels partners that will help market and sell your products and services. Before any partner can begin increasing your profits, though, you need to think about how you’ll initially onboard them. While many strategies have been utilized in the past, none compare to simply using PRM software, an option that comes with all kinds of other benefits as well.

Topics: channel partner management

Mindshare and Your Channel Partners – Are You Getting Their Attention?

Posted by Seth Jacobsen on Dec 16, 2014 3:11:00 PM

We hear a lot of questions related to channel partner relationship management, and invariably the term “mindshare” seems to pop up.  It is an easy concept to grasp but, in practice, is very difficult to obtain. If you are a manufacturer selling through an indirect channel, you know the importance of mindshare. In many cases, your partners are selling your products and services right alongside those of your competitors. In order to gain a leg of up on the competition, you need your partners focused on your products first. That's mindshare. But...how to achieve it?

Topics: prm, partner relationship management, Partner Portal, Channel Partner Training, Partner Collaboration, Channel Partner Certification, Marketing Materials, Performance, prm systems, marketing, communication, channel partner management, PRM solutions, channel partner relationship, mindshare

Building a Partner Relationship Management Culture

Posted by Seth Jacobsen on Dec 9, 2014 1:39:00 PM

You are the VP of Sales and Channel Support for a rapidly growing high tech company.  It has become clear that you need to re-evaluate your channel sales strategy and begin to consider what technology options are available to help you better support your sales partners.  In many ways this is a cultural shift. You have consulted your existing channel partners to evaluate their needs, and based on past experiences, you know that some of the keys to a successful channel partner strategy involve the following components:

  • Recruit and retain the right channel partners
  • Onboard and educate new channel partners quickly and efficiently
  • Provide ongoing support through training and certification, marketing collateral, marketing strategies, etc.
  • Monitor their progress and deliver the right incentives to promote future success
  • Deploy a system that allows for bi-directional lead management and pipeline visibility
  • Provide a forum for customer feedback and allowing your partners to share best practices

 

Now that you have identified your most pressing needs and developed the plans and documents - on your side and at the partner level - the hard part remains to find a technology solution that can help.

Topics: prm, Build Your Channel, partner relationship management, Partner Portal, Partner Collaboration, PRM in the cloud, channel management, Understanding PRM, Channel Marketing Strategy, Channel Sales Productivity, channel partner management, channel support

Subscribe to Email Updates

Posts by Topic

see all