Larger Brands Are Blending Retail & Online-Only - Should You?

Posted by Kellie Auman on Nov 21, 2017 9:45:00 AM

If one word could characterize what’s happened to retail over the last couple decades, it's disruption. The age-old practice of selling goods out of physical retail stores has been challenged by the rise of “eTail”, online-only buying experiences.

Many talk about eTail “killing off” retail, but that’s not really the reality. eTail only makes up a small fraction of overall sales – around 10% – but what’s worrisome is its growth, and the effect it’s having on individual retailers. eTail is growing far more quickly than retail, and a large part of that growth is explicitly at the expense of retail.

Topics: PRM Best Practice, Channel Marketing Strategy

Managing Data to Support Your Channel Partners

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

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.

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

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

Agile Marketing: Inbound Marketing Changes the Game!

Posted by John Panaccione on Apr 28, 2016 1:10:00 PM

There are two things I’ve learned being a practitioner of inbound marketing for the last five years. First, it makes a big difference whether your marketing message is focused on satisfying a transactional need, or whether you are tending to the latent needs of your end customer through education. Second, inbound marketing – unlike traditional outbound marketing – introduces the unique ability to employ what I call an “agile marketing” strategy.

This requires actively listening to the data you can draw from your leads, creating a message that differentiates you from your competition, and making sure your products and services match their needs. The more latent your customer’s needs, the more you can benefit from agile marketing.

Topics: Build Your Channel, Ease of Doing Business, PRM Best Practice, Channel Software, Partner Collaboration, channel management, Channel Marketing Strategy

Why You Need a Channel Strategy Before Selecting a Partner Portal

Posted by Seth Jacobsen on Dec 8, 2015 11:30:00 AM


Effective management of an indirect sales channel can pay big dividends, both at the start and over the long haul. And in most cases, Partner Relationship Management (PRM) systems provide a channel manager with the best technology to support, monitor, and train channel partners for continued success. Every company has its own unique requirements and characteristics, however, so careful planning is critical before considering a PRM technology implementation.

Topics: Build Your Channel, PRM Best Practice, Channel Marketing Strategy

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

Partner Relationship Management Playbook [Infographic]

Posted by Seth Jacobsen on Sep 15, 2015 7:30:00 AM

For many best-in-class manufacturers, a sales channel “playbook” consists of a Partner Relationship Management (PRM) system that allows the “coaches” (CMOs & Channel Managers), and “players” (channel partners and dealers’ salespeople, service techs, parts experts and others) to perform at their very best. With the right blend of smart coaching, great players and a strong playbook, your channel team will be set up to make a title run of its own.

Topics: prm, channel partner collaboration, partner relationship management, Partner Portal, Channel Partner Training, Sales Productivity, channel management software, best practices, PRM Best Practice

Promoting Partner Collaboration via PRM

Posted by Seth Jacobsen on Sep 13, 2015 7:30:00 AM

Many challenges we face within our organizations can be traced back to one root cause: ineffective communication. This in turn leads to poor collaboration, which leads to fewer sales, lower profits, and even lower morale. For companies that provide goods and services through an indirect sales channel, these challenges are magnified. So, what’s the recipe for improving communication between channel partners and ensuring a unified, collaborative effort resulting in across-the-board increases? A technology platform that promotes feedback and improves the quality and frequency of communication is critical to helping you achieve the results you desire. 

Topics: channel partner collaboration, partner relationship management, Channel Partner Training, Sales Productivity, channel management software, PRM Best Practice, Partner Collaboration, channel management, Channel Conflict, channel partner engagement

Managing Data to Support Your Channel Partners

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

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.

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

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