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

Lead Management: Maximizing Visibility and Velocity of Partner Opportunities

Posted by Kellie Auman on Jul 20, 2017 2:10:00 PM

We were proud to recently host a learning webinar, Lead Management: Maximizing Visibility and Velocity of Partner Opportunities, with Maria Chien of SiriusDecisions.  (You can access a recorded version below.)

Companies that sell through an indirect sales channel face many challenges when it comes to lead management.  Examples include:

  • Alignment between marketing and sales
  • Tracking the progression of leads in the channel
  • Alignment on the 'rules of engagement'
  • Effectively managing a deal registration and lead management program
  • Supporting data to make necessary improvements over time

Topics: lead management, Channel Software, Partner Collaboration, LogicBay Community, channel partners

New Partnerships:  Enhancing Business Intelligence & Dashboard Reporting

Posted by Kellie Auman on Jul 13, 2017 3:00:40 PM

As part of our continuing drive to keep LogicBay at the top of the PRM curve, and continue to provide you with the tools you need to most effectively manage your ecosystem, we’re proud to announce the integration of Sisense business intelligence technologies into our dashboard system! (You can find the full press release here.)

What does this mean for existing LogicBay users?  Simply put, it means your dashboard is about to become more flexible while also offering better ways to dig into your data for actionable intelligence, but without sacrificing ease-of-use. 

In recent years, Sisense has been disrupting the Business Intelligence (BI) industry with their analytical products.  Their robust systems allow even relative newcomers the ability to perform the sort of “deep digs” into their business data which would previously have required expert assistance.  Sisense can work on large, complicated, or disparate data sets while constructing visualizations that are easy to understand.  Hence why Sisense was our go-to choice when looking to improve our dashboard reporting.  

Topics: channel partners, business intelligence, prm technology, sales partners, dashboard reporting

Refine Your Partner Recruiting With A Go-To-Market Strategy

Posted by Seth Jacobsen on Mar 9, 2017 10:40:00 AM

GTM strategy documents are starting to become fairly commonplace throughout sales-oriented businesses, particularly those who deal directly to specific target niches in B2C or B2B markets and want to ensure an audience focus.  They might not immediately seem to have relevance to indirect sales ecosystems – since many of the elements covered by a GTM document would be handled by partners – but they can be put to use specifically for targeting your own partners.

After all, as a vendor, you are effectively selling yourself to your partners.  And as we’ve discussed in the past, smart alignment between your own business goals and those of your partners is key to building effective long-term partnerships.  A partner-focused GTM strategy can bring many of the same benefits to partner recruitment and retention that they bring to a direct sales strategy.

In particular, with increased competition in the indirect-sales market, a good GTM strategy can help you differentiate yourself in markets where partners may be choosing between many vendors.

Topics: channel partners, marketing, sales partners, gtm strategy

LogicBay: Supporting Our Own Partners with PRM

Posted by Seth Jacobsen on Dec 6, 2016 1:15:00 PM

When a company creates a product or service aimed at a certain niche market, it’s easy for them to get caught up in the potential benefit to the end customer.  They offer advice on using the product which may not be realistic, or that doesn’t really mesh with on-the-ground experiences of those using the product.  In short, they’re focused on sales pitches over practical utility.

In the case of LogicBay, though, we've decided to practice what we preach, by supporting our own network of channel partners to help drive home the value of a PRM solution.  We’d venture to say that part of the reason LogicBay offers such a strong end-to-end PRM solution for our customers is the services our partners offer - coupled with our PRM technology - to create a comprehensive channel program solution.

When a partner comes to us looking for a technology platform to help put their plans into motion, we can immediately demonstrate PRM as a use case, which in turn, helps inform their advice and strategies for their own clients.

Topics: prm, Build Your Channel, channel partners

5 Key Steps to Bringing on the Right Sales Partners

Posted by Seth Jacobsen on Sep 14, 2016 3:15:00 PM

An indirect sales channel lives or dies based on the success of its sales partners, but it's up to you to support them effectively to strengthen your business. Clearly, success is the end result. Getting there usually starts with selecting the right partners.

This can be a tricky balancing act, especially for companies relatively new to indirect sales. It's easy to take a "beggars can't be choosers" attitude, and onboard any potential partner simply for the sake of building an ecosystem quickly. However, such an indiscriminating recruitment strategy will eventually create real problems that could have been avoided by being more selective.

Today, we wanted to take a look at some of the issues surrounding the matter of partner selection, and offer up some suggestions for how to find the best sales partners for your business.

Topics: Build Your Channel, channel partners

Marketing Automation to Grow Channel Partner Sales

Posted by Seth Jacobsen on Aug 11, 2016 10:50:00 AM

In past years, resellers were just that: re-sellers. You sold a product to them, and then you hoped they could sell it to the customer on your behalf. Maybe you had some promotional flyers or brochures to provide, but that was about it. Direct oversight and involvement was often too difficult, or too intrusive, to really implement on large scales. Vendors are now much more responsible for driving the marketing efforts that will help their partners sell more successfully.

Modern technologies have been instrumental in making these changes possible. Your sales channels can now truly become part of your marketing structure, with access to most or all of the same resources as your own sales and marketing team. These automation services result in better business for you and for them. After all, the better their business performs, the better your business performs. 

Topics: Inbound Marketing, channel partners, content marketing

Four Channel Management Strategies for Maximizing Sales

Posted by Seth Jacobsen on Apr 26, 2016 2:25:00 PM

Sales channels are the true lifeblood of any indirect-sales organization, which makes managing them a tricky proposition. How do you ensure you get the revenues you need to continue growing your business, while still presenting a solid value to the sales channels who are also looking to turn a profit?

This is the essence of good partner relationship management, maintaining the balance between your needs and theirs, so that both enterprises can profit.

Often, this boils down to one simple thing: Making life easier for your channel partners. The more support you can give them, and the more information they have to work with, the better they'll be able to promote your products and services. Better yet, they'll be more enthusiastic about it too!

Topics: channel partners, channel sales, channel strategies

What's the Connection Between Inbound Marketing and Channel Marketing?

Posted by Seth Jacobsen on Apr 12, 2016 3:00:00 PM

Think that Channel Marketing and Inbound Marketing are unrelated? The importance of connecting these two strategies becomes more apparent as your channel program grows. Inbound content marketing is proving to be a true paradigm shift in the world of marketing, an approach which is flexible enough to be applied to virtually any form of marketing today. As businesses become more global, we're now seeing content marketing spread around the world and is adopted in a wide variety of industries. Chances are this includes yours.

Topics: Inbound Marketing, channel partners

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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