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

Keeping Channel Partner Mindshare

Posted by Seth Jacobsen on Mar 15, 2016 11:00:00 AM

There are a lot of different partners a channel manager might need to oversee, but today, we wanted to focus specifically on those partners who work with many other vendors - including your competition. These are some of the most critical partners in your ecosystem, because it's entirely up to them how hard they push your products or services.

Keeping good mindshare with these partners is essential, because that's the biggest thing that dictates how much emphasis they put on your offerings. Are you the first name they mention to their interested clients? Or are you just one more brand in a catalog full of them?

Topics: Channel Partner Training, lead management, mindshare, rewards

Losing the Mindshare Battle: 10 Ways to Turn It Around

Posted by John Panaccione on Feb 26, 2015 4:45:04 PM

When it comes to Partner Relationship Management, few things are as important as the battle for mindshare. You may be familiar with end user/buyer mindshare in terms of traditional advertising. However, when it comes to your selling partners, it means ensuring that they are giving your company preference relative to your competitors. Here’s how to make certain that happens.

Topics: mindshare

Increasing Mindshare: 4 Tips For Getting Your Channel Partner’s Attention

Posted by Seth Jacobsen on Jan 16, 2015 9:00:00 AM

A majority of the goods and services sold every year are through indirect sales channels. The advantages of doing this are innumerable, but the main upshot is that you get to stay focused on what you do best: manufacturing, while these channels stick to their specialty: sales and marketing. However, if you don’t pay attention to your channel partners and give them the tools they need to be successful, you’ll lose mindshare and your sales will suffer.

Topics: channel partners, mindshare

Mindshare and Your Channel Partners – Are You Getting Their Attention?

Posted by Seth Jacobsen on Dec 16, 2014 3:11:00 PM

We hear a lot of questions related to channel partner relationship management, and invariably the term “mindshare” seems to pop up.  It is an easy concept to grasp but, in practice, is very difficult to obtain. If you are a manufacturer selling through an indirect channel, you know the importance of mindshare. In many cases, your partners are selling your products and services right alongside those of your competitors. In order to gain a leg of up on the competition, you need your partners focused on your products first. That's mindshare. But...how to achieve it?

Topics: prm, partner relationship management, Partner Portal, Channel Partner Training, Partner Collaboration, Channel Partner Certification, Marketing Materials, Performance, prm systems, marketing, communication, channel partner management, PRM solutions, channel partner relationship, mindshare

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