The Simple Secret to Developing a Modern Sales Channel Strategy

Posted by John Panaccione on Oct 5, 2017 10:30:00 AM

I always look forward to reading HubSpot’s annual State of Inbound report. It’s full of interesting sales and marketing information and statistics, including top priorities and challenges from more than 6,000 respondents. More on this to come. First, let’s examine why these statistics are important.

Meeting the needs of today’s B2B buyers.

A common-sense approach to designing an effective sales strategy involves meeting two time-tested variables:  relevancy and timeliness.   Merriam-Webster defines relevant as “having significant and demonstrable bearing on the matter at hand”, and timely as “coming early or at the right time”. For those selling through sales channel partners, there is complexity in making this happen.

Topics: Build Your Channel, channel sales, channel strategies, channel marketing, sales channel

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

Addressing Marketing Disruptors Part 2 (Buyer Trends)

Posted by Kellie Auman on Jun 22, 2017 9:10:00 AM

Welcome to Part 2 of our blog series on marketing disruptors referenced in the 2017 Hubspot State of Inbound Marketing Report.  Today we’re going to focus on the changing human trends and how shifts in buyer preferences and procedures are creating new challenges for marketers.

Buyer behaviors are changing almost as fast as anyone can document them.  Keeping up with the trends is more important in marketing than ever before, particularly in an indirect sales organization where keeping partners on the same page is a necessity. Let's examine the biggest human behavior factors disrupting marketing strategies.

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

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

7 Ways to Improve Channel Partner Sales Productivity with PRM

Posted by Kellie Auman on Apr 27, 2017 8:45:00 AM

As the person responsible for your channel partner relationships, you are always looking for ways to help your partners increase their sales effectiveness.  You have a defined focus on driving sales and improving partner engagement, and you are interested in any tools that help. A technology solution like Partner Relationship Management (PRM) software has the scalability to meet your near-term priorities, while being able to grow with your business over time. Below are 7 ways that a PRM solution can improve  your channel partner sales productivity.

Topics: Build Your Channel, PRM Best Practice, Channel Conflict, channel sales

How to Improve Lead Management in the Sales Channel

Posted by Seth Jacobsen on Jan 19, 2017 9:50:00 AM

Executing an effective lead management strategy is more vital to growing a business today than perhaps it ever has been before.  At the very least, it’s significantly more complicated. 

Thanks to the Internet, there are now more leads available for more businesses than at any other time in history.  With somewhere between three and four billion people now online - nearly half of the world’s entire population - every business in every industry now has access to a vast pool of potential buyers. 

However, this makes the challenge of lead management a multi-faceted issue.  There are a variety of problems that can arise from poor lead management, and a savvy indirect sales organization will need to address all of them to successfully grow their business and customer base.  

While we recognize that Partner Relationship Management (PRM) software can go a long way towards addressing those issues, there are a number of procedural factors to consider along the way.

Topics: partner relationship management, lead management, channel sales

Top B2B Trends to Watch in 2017

Posted by Seth Jacobsen on Jan 12, 2017 10:10:00 AM

It’s an exciting time to be in business, with new techniques coming along every day.  The rapid progress of technology is turning into equally-rapid changes to how we do business, meaning the field is wide open for nearly any company in any field to succeed.  Those who can stay ahead of the curve by paying close attention to -and meeting - their customers’ wants and needs will be the ones who thrive. This can be especially important for those that rely on reaching the customer through their sales channel partners.

What strategies should you be adopting into your own sales ecosystem to keep up with the times while providing innovative solutions?  Below are some of the trends we’re following closely here at LogicBay, and we'll continue to keep an eye on their impact in the world of B2B sales throughout 2017.

Topics: channel sales, channel marketing, b2b, scaling your sales channel

Successful Account Based Marketing In Channel Sales Systems

Posted by Seth Jacobsen on Jan 10, 2017 4:35:00 PM

One of the most talked about trends in marketing today is Account Based Marketing, or ABM.  ABM represents a targeted outbound approach that can be segmented by large national accounts, industry, or even product category. It also serves as a nice complement to inbound marketing efforts which can cast a larger net, but may take months (or more) to pay off. 

However, there are aspects of ABM that can make it tricky to execute within indirect sales systems.  ABM requires a lot of focus and coordination between departments, which can be difficult within a channel ecosystem.  Today, that’s what we want to look at:  Ways to make ABM easier to achieve within channel sales.

First, a quick definition for those who haven’t encountered ABM before.

Topics: marketing, channel sales, account based marketing, scaling your sales channel

Hitting the Brakes: When Growing Too Fast Starts Impacting Channel Sales

Posted by Seth Jacobsen on Jan 3, 2017 10:25:00 AM

First and foremost...welcome to 2017!

As you may have seen in the past, we like to write about the stages of growth that are often seen within a channel ecosystem, and how a well-run indirect sales program can smoothly grow from its beginning stages to one of stability and sustainability.  There’s also the undesirable situation of sub-optimized sales channels where internal issues are holding it back from further profitable growth.

However, there’s another situation which isn’t often talked about but which growing ecosystems should watch out for:  instability brought about by too-rapid growth.  It’s very easy for a channel manager or VP of Sales to become overly enthusiastic about growth and expansion, particularly if they’ve identified an under-served market and are trying to establish themselves as the key service provider within it.  In such cases, it may seem like there’s no such thing as too much growth… but there is. In these situations, the solution is to slow down.  Hit the brakes. Take the time to understand what challenges are likely ahead and prepare yourself to meet those head on.

Topics: channel sales, channel performance

The Most Common Inefficiences in Sales Channels and How to Fix Them

Posted by Seth Jacobsen on Dec 28, 2016 3:40:00 PM

Everyone wants a well-optimized channel sales program, but you don’t get there without clearing away some of the common challenges that can lead to gridlock and a general lack of productivity.

It's not at all uncommon to be aware that your sales channel is under-performing, but knowing where to begin to address this issue is another challenge altogether.  This can be tricky, since in many cases, the underlying cause of inefficiencies can be separate from the underperforming areas.  In other words, it’s easy to mistake symptoms for the disease.  But without identifying and addressing the underlying “diseases,” the symptoms will never entirely go away.

So, based on our own experiences, we wanted to talk a bit about common issues we see in channel ecosystems leading to larger systemic issues preventing true efficiency. And one piece of advice if you find more than one of these apply to your organization: start by focusing on one area of improvement and work on that until you have gained a competitive advantage. 

Topics: Scale Your Channel, channel sales

Subscribe to Email Updates

Posts by Topic

see all