Managing Data to Support Your Channel Partners

Posted by Kellie Auman on Jun 8, 2017 12:15:00 PM

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Any manufacturer that has built a successful sales channel knows that maintaining competitive advantage in the marketplace rests on the ability to evolve as an organization while adapting to the changing needs of their partners. This requires proper planning, consistent communication and an understanding of what it takes to build long-term relationships.  A company’s ability to make good decisions on the path to building positive long-term relationships with its channel partners typically depends on the accuracy and timeliness of data from a variety of sources and systems.

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Topics: Optimize Your Channel, Ease of Doing Business, channel management software, PRM Best Practice, Channel Software, Partner Collaboration, channel management, Channel Marketing Strategy, business intelligence, data visualization

Five Tips For Finding The Right KPIs

Posted by Kellie Auman on Jun 1, 2017 12:45:00 PM

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Keeping track of the success of your vendor ecosystem can be difficult, particularly as it grows.  A channel manager may be tasked with keeping track of dozens, even hundreds of sales partners.  Even with data-crunching partner management software on your side having a quick overview of how things are running can be very valuable.

Key Performance Indicators (KPIs) are one of the best ways of doing this.  KPIs are hand-picked metrics which are selected specifically because they’re considered a good indicator of overall performance.  An obvious KPI in most cases would be monthly sales numbers. KPIs are often individualistic to a company, however, simply depending on their own short- and long-term goals.  Here are some tips for finding the right KPIs for your ecosystem.

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Topics: Sales Productivity, Channel Marketing Strategy, data visualization, kpi, channel marketing

Managing Data to Support Your Channel Partners

Posted by Seth Jacobsen on Sep 4, 2015 7:30:00 AM

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Any manufacturer that has built a successful sales channel knows that maintaining their competitive advantage in the marketplace rests on their ability to evolve as an organization while adapting to the changing needs of their partners. This requires proper planning, consistent communication, and an understanding of what it takes to build long-term relationships.  A company’s ability to make good decisions on the path to building positive long-term relationships with its channel partners typically depends on the accuracy and timeliness of data from a variety of sources and systems.

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Topics: Optimize Your Channel, Ease of Doing Business, channel management software, PRM Best Practice, Channel Software, Partner Collaboration, channel management, Channel Marketing Strategy, business intelligence, data visualization

Gaining a Competitive Advantage with Channel Partner Insight

Posted by Seth Jacobsen on Nov 25, 2014 11:40:00 AM

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You are the head of sales for an emerging growth company but your company’s sales remain stagnant. You are not able to efficiently move your products through your channel partners to the end customers, capitalize on new market opportunities or build successful relationships with your partners. This is not a recipe for success. In an effort to move forward you will need to evaluate your channel strategy to optimize your channel’s performance. We've come up with a list of places to start:

 

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Topics: Optimize Your Channel, Ease of Doing Business, channel management software, PRM Best Practice, Channel Software, Partner Collaboration, channel management, Channel Marketing Strategy, business intelligence, data visualization

FAQ When Considering a Partner Relationship Management (PRM) Solution

Posted by Seth Jacobsen on Nov 13, 2014 1:45:00 PM

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If your organization sells product or services through an indirect channel, you know that supporting your channel partners (dealers, distributors, VARs and franchisees) is an ongoing challenge.  You've likely concluded that effective communication, high levels of engagement, and providing the information your partners need are mission critical to your success and theirs. You probably recognize the need for proper planning and a technology platform to bring it all together, but how do you determine where to start?

We've compiled a series of questions you can ask yourself if you are considering Partner Relationship Management (PRM) solutions and technology to support and enable your channel partner community.

 

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Topics: Optimize Your Channel, Ease of Doing Business, channel management software, PRM Best Practice, Channel Software, Partner Collaboration, channel management, Understanding PRM, Channel Marketing Strategy, New Product Introductions, business intelligence, data visualization