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

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

How To Delight Your Channel Partners

Posted by Seth Jacobsen on Jan 27, 2015 11:35:00 AM

Are you satisfied with the results of your channel partners? It is easy to focus on this question and stop there when evaluating the success of your partners. However, this relationship goes both ways. It may also be good to ask: Are your channel partners satisfied with you? How can you “delight” your channel partners? By setting your partners up to succeed, you are setting yourself to succeed with them. Given this logic, providing your channel partners with the best resources and “delighting” them should be a top priority. Here’s how you can start.

Topics: Channel Conflict, Channel Sales Productivity

5 Reasons To Invest In PRM Software

Posted by Seth Jacobsen on Jan 18, 2015 5:36:00 PM

Like most companies, your’s probably has too many software systems to keep track of. Just about every business operating in the digital age has countless digital assets it relies on to stay competitive. While you’re right, therefore, to be skeptical about adding yet another to your company’s long list, keep in mind that not all forms of software are the same and some can make all the difference where your results are concerned.

SEE MORE: How much does PRM software cost?

This is especially true for any company selling their products through an indirect sales channel. Partner Relationship Management (PRM) software gives you the ability to consolidate multiple systems and provide a more simplified means of supporting your channel partners. Here’s are some of the top reasons to consider investing in this technology.

Topics: Build Your Channel, Channel Sales Productivity

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

Is This the End of the DIY Portal?

Posted by Paul Tobin on Apr 24, 2014 3:56:00 PM

Why more and more companies are turning to cloud-based dealer portals to engage, manage and develop their distribution channel.

Not so long ago companies built their own portals.  Dealer portals.  Company portals.  All kinds of portals.  Microsoft and IBM made a killing with products like SharePoint™ and WebSphere™. 

In fact, up until the end of the last century, companies didn’t have much of a choice regarding how they managed their partner relationships (dealers, distributors & franchises). Partner relationship management was something you did in-house and the way one company did it would bear little resemblance to the way another company did it.

Topics: partner relationship management, Partner Portal, channel management software, Channel Software, Partner Collaboration, PRM in the cloud, channel management, Channel Sales Productivity, channel partners, Increase Channel Sales

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