Focus on Vision Over Goals to Grow Revenue in 2016

Posted by Todd Hockenberry on Feb 25, 2016 8:15:00 AM

 

*This blog article is authored by Todd Hockenberry of Top Line Results, a strategic partner of LogicBay*

One of my favorite blogs is The Art of Manliness and a recent post really hit me as a key to B2B companies ability to grow revenue in 2016.

The post Vision Over Goals is written from a perspective of personal goals and vision but I think it equally applies to B2B and manufacturing businesses in terms of their marketing.

An example first, one of our long time customers, Bell Performance, created a vision to educate consumers and businesses about fuel quality and fuel additives. Their world is often characterized by snake-oil salesman and products (that is the term of art for many fuel additives) and being people of strong beliefs they decided to consciously create a marketing philosophy around the idea of creating great content that was educational and helped consumers and business know what was real and what was, well, snake oil.  Their vision is to help first, to add value, to be different.

Topics: best practices, lead management, Partner Collaboration, Performance, marketing, revenue

A 2016 Inbound Marketing Strategy Requires the Right Resources

Posted by Todd Hockenberry on Dec 22, 2015 4:05:00 PM

A key part of any strategy is understanding your resources and planning so that your people, tools, and processes are equipped and aligned. When all of the resources at your disposal work together they allow you to achieve specific goals, like your 2016 Marketing Goals

When we look at some of the things we know, it helps us to better understand the shape of our strategy and, in turn, this allows us to align our resources. Some interesting takeways include: 

Topics: prm, Scale Your Channel, partner relationship management, best practices, lead management, Partner Collaboration, PRM v. CRM, emerging growth companies, Performance, marketing, communication, crm

Get Found Online and Empower Your Channel to Grow Sales in 2016

Posted by Todd Hockenberry on Dec 14, 2015 2:30:00 PM

 

Companies with a large distributed sales channel (reps or distributors) often come to us struggling with how to grow sales and manage the channel effectively.  Under performance is often caused by a disconnect between the manufacturer or service provider and the realities of the buying environment.  In an age of information parity (buyers often have as much information available to them as the salesperson) successful companies drive interest and engagement in ways that match this change in buyer behavior.

There are two particular stats that help to illustrate this point:

Topics: prm, Scale Your Channel, partner relationship management, best practices, lead management, Partner Collaboration, PRM v. CRM, emerging growth companies, Performance, marketing, communication, crm

The PRM/CRM Balance – How to Handle Lead Management

Posted by Seth Jacobsen on Dec 10, 2015 11:00:00 AM


Any business that sells through an indirect sales channel has likely encountered the challenge of lead registration and management. If your emerging growth company is bringing on its first few channel partners you recognize the need to have some type of process in place to share leads. If you are looking to scale an already successful indirect channel you probably realize the complexity of maintaining control and insight into your pipeline. Regardless of how advanced your relationships are with your with channel partners, you understand this is a critical success factor. Our experience has shown us that some common challenges exist as it relates to lead management in the sales channel:


Topics: prm, Scale Your Channel, partner relationship management, best practices, lead management, Partner Collaboration, PRM v. CRM, emerging growth companies, Performance, marketing, communication, crm

Lead Management in 2015: How Inbound Marketing Has Changed the Game for Manufacturers and Their Sales Partners

Posted by Seth Jacobsen on Jan 29, 2015 12:18:26 PM

Manufacturers have long faced a number of challenges for generating and managing leads, to say nothing of what it takes to close most of them. Of course, the same can be said for a manufacturer’s channel partners. Inbound marketing has accelerated the demand for improving your internal processes for delivering qualified leads to your channel partners.

Topics: Performance

3 Free Ways to Learn About Managing Channel Conflict

Posted by Seth Jacobsen on Jan 26, 2015 8:37:00 PM

Channel conflict can mean a number of different things, but the basic definition is fairly self-explanatory. It generally refers to the conflict that arises from your channel partners competing against each other for the same business. All too often this leads to each partner drastically lowering their prices to compete with one another, which leads to price deterioration and ends up hurting your bottom line.

Topics: Channel Conflict, Performance

Wrapping up 2014: Best Practices for Ramping Up New Channel Partners

Posted by Seth Jacobsen on Dec 31, 2014 11:11:00 AM

We have written previous blog articles related to the importance of planning when building a successful channel partner program. Most of this work takes place as you determine what your ideal partner looks like and evaluate opportunities for new channel partners. Once those partners officially come on board, owever, you have a whole new set of challenges: How do you get them up to speed quickly on your products and processes to start making sales and earning revenue now?

Topics: prm, Scale Your Channel, partner relationship management, best practices, PRM Best Practice, lead management, Partner Collaboration, PRM in the cloud, channel management, emerging growth companies, emerging growth sales, Increase Channel Sales, Performance, marketing

Pareto Principle: How to Manage a Growing Roster of Channel Partners

Posted by Seth Jacobsen on Dec 18, 2014 2:50:00 PM

A growing network of channel partners – dealers, VARs, and resellers – can be a very good thing for companies looking to increase revenue, but to those tasked with managing channel relationships, adding channel partners also means adding to the challenge of maintaining and maximizing their engagement with the enterprise. Getting the attention of your channel partners - and maintaining it - is one key challenge. Another challenge is bucking the Pareto principle where 80% of your revenue comes from only 20% of your partners. This scenario leaves most channel managers wondering how to change this dynamic and get most out of their entire channel.

Topics: prm, Scale Your Channel, PRM Best Practice, Partner Collaboration, channel management, channel manager, emerging growth companies, Channel Partner Certification, Increase Channel Sales, Performance, marketing, communication, dealer training

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

PRM Partner Portals: Achieve Visibility Into Channel Performance

Posted by Seth Jacobsen on Nov 18, 2014 10:30:00 AM

Listening to the needs of your channel partners provides your business - and theirs - tremendous benefits.  The channel will realize improved efficiencies and greater productivity as well as a distinct competitive advantage in the marketplace.  Partner relationship management (PRM) is a strategy to help you get the most out of your channel partnerships by achieving the business outcomes you both need to be successful.

Topics: prm, Optimize Your Channel, partner relationship management, Partner Portal, Partner Collaboration, channel management, channel partners, channel partner engagement, Performance, prm systems

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