What You Need To Know About Partner Management

Posted by Kellie Auman on Oct 17, 2017 11:15:00 AM

Having channel partners can be a huge advantage for your business. However, they can also be the source of unnecessary stress and even costs. Sometimes, this is the channel partner’s fault. They simply aren’t holding up their side of the bargain, even though you may be using your own funds in an attempt to help them. A lot of times, though, the responsibility may lie with you. After all, channel partners can only perform as well as you let them.  Here are a few things to remember when engaging with partners, and ensuring success.

Topics: Build Your Channel, PRM v. CRM, Channel Partner Onboarding, channel partner management

The Right Way to Expand Your Partner Portfolio

Posted by Kellie Auman on Sep 14, 2017 1:45:00 PM

When moving into indirect sales, one mistake we see often is trying to recruit partners without a strategy behind their actions.  Accepting anyone you make contact with will help an ecosystem grow in the short-term, but in the long-term it’s problematic.  Poor partner choices early on can easily cause a vendor to fall into the “sub-optimized” phase of channel development.

A stable ecosystem with predictable growth and good long-term viability is one with a controlled influx of partners, picked strategically so that their strengths, market, and corporate values match those of the vendor.  That’s what makes the difference between a true sales partner which provides long-term value, and a mere sales channel.

Topics: Channel Partner Onboarding, Channel Partner Recruiting, channel partners, partner recruitment

An Efficient Onboarding Process Can Improve Channel Partner Sales

Posted by Kellie Auman on Sep 12, 2017 11:10:00 AM

The “honeymoon” period with channel sales partners doesn’t last very long. At first, they might be excited about the opportunity to sell your products and they foresee a profitable relationship with your company. As the relationship progresses and there are barriers in place to new channel partners reaching their customers with your products, they will quickly get frustrated and start to wonder if they made a mistake choosing to sell your brand.

This is a classic case of lost mindshare with your partners. Because your company is difficult to work with, channel partners naturally turn to competing brands with easier processes for communication and collaboration. There are ways to get them back (by optimizing the indirect sales channel for increased sales), but the bigger issue is understanding how you lost them in the first place.  Here are ways to avoid that experience.

Topics: Build Your Channel, Channel Partner Training, Channel Partner Onboarding, mindshare

The Importance of Training and Certification In The Sales Channel

Posted by Kellie Auman on Sep 7, 2017 12:05:00 PM

We don’t need to tell you that training and certification are vital to a healthy channel ecosystem – truth is, many sales channel managers misunderstand just how important these elements are.  Training and certification aren’t simply a matter of “making sure the sales reps say the right things.”  Your training and certification program is also key to maintaining a high level of mindshare among your partners and their staff, as well as encouraging them to continue towards higher success. Great training courses are really just the first step.  A well-implemented sales channel training and certification program can do far more.

Topics: Build Your Channel, Channel Partner Training, Channel Partner Onboarding, channel certification training, certification in channel

How PRM Makes Recruiting and Onboarding Easy!

Posted by Kellie Auman on Aug 3, 2017 2:10:00 PM

For a vendor, few aspects of growing a sales ecosystem tend to be more time consuming and costly than partner outreach and onboarding.  Finding and recruiting sales partners takes the difficulties involved in sales and multiples them.  Training and onboarding new partners can be an expensive and cumbersome process as well.

Anything which can streamline these critical activities and reduce their costs should be welcomed by a growing indirect sales organization.  Fortunately, Partner Relationship Management (PRM) software can significantly reduce these burdens!  Smart use of PRM can make it easier to identify and recruit partners, while drastically reducing the time it takes to bring them onboard.  Here's how it works:

Topics: prm, Channel Partner Onboarding, Channel Partner Recruiting, partner recruitment

Four Ways PRM Makes Channel Sales Easier

Posted by Kellie Auman on Jul 11, 2017 1:30:00 PM

Channel sales organizations can’t afford to be disconnected. With so many options available online, in practically every B2B field, both direct- and indirect-sale operations are competing on a relatively level playing field.  An indirect sales system needs to provide a seamless consistent buyer experience to build a strong customer base.  If not, buyers are likely to go with the option that provides the smoothest experience.

That is exactly what a Partner Relationship Management (PRM) solution like ours can help you achieve. PRM takes the principles behind Customer Relationship Management programs, but goes to the next level, allowing you to monitor, manage, and support your sales partners almost as closely as if they were in-house.  In turn, PRM can also make you more attractive to sales partners as well by making their lives easier!

Topics: Partner Collaboration, Channel Partner Onboarding, Marketing Materials, PRM solutions, channel marketing

Your Starting Point on the Roadmap to Revenue Growth

Posted by Kellie Auman on Jun 27, 2017 10:50:00 AM

Effective partnerships can greatly impact any company’s success.  Recently we announced technology partnerships with companies like Sisense, DocuSign and Videonitch.  In addition to technology partners, we also have strategic partners that can align their best practices in channel management strategy to a Partner Relationship Management (PRM) solution for our shared customer base. 

Among our list of strategic partners is Consilium Global Business Advisors, a group dedicated to supporting B2B manufacturing companies. Consilium offers clients a variety of services, that are focused on anticipating and capitalizing on trends in order to achieve scalable, predictable, and profitable growth. Below, we outlined the basic steps of the Revenue Growth Program, and also point out where our PRM solution fits in.

Topics: Channel Partner Onboarding, Channel Marketing Strategy, indirect sales, channel sales, buyers journey, Buyer Trends

Four Tips for Effectively Onboarding Your New Partner Manager

Posted by Kellie Auman on May 23, 2017 2:50:00 PM

Wouldn't it be great if your channel leaders and partner managers stayed in their jobs for year after year without moving on?  Of course, but as with any management role, there is plenty of turnover as workers leave for better opportunities or move into upper management leaving someone new taking over.

This issue brings a serious question to light:  If you have an extended partner ecosystem, how do you get an incoming partner manager up and rolling in the least amount of time?  Onboarding new partner managers is no small task. Anything you can do to create an onboarding process which is both efficient and comprehensive will go a long way towards minimizing any disruption a personnel change can bring.  Below are four tips for effectively onboarding your new partner manager or channel leader.

Topics: Channel Partner Onboarding, Channel Partner Recruiting, PRM solutions

4 Traits to Consider In Your Partner Recruitment Manager

Posted by Kellie Auman on May 16, 2017 3:30:00 PM

A growing company that’s comfortably proceeding through the stages of successful channel program development will encounter the need to put someone in charge of identitying, recruiting, and engaging with new potential partners.   In most cases, the best choices for this role are going to be those who are already part of your organization.  After all, your own internal workforce know your products, corporate philosophy, and the right types of partners for your ecosystem.

In our experience, there are four other key traits you should look for when developing the role of Partner Recruitment Manager:

Topics: Sales Productivity, Channel Partner Onboarding, Channel Partner Recruiting

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

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