Leveraging Increased Security And Reliability Through Amazon Web Services

Posted by Seth Jacobsen on Feb 21, 2017 11:20:00 AM

Amazon Web Services (AWS) is the world’s largest and most popular source for cloud services and web hosting.  They’re available to businesses large and small, and are trusted as hosts by some of the largest and most popular websites online.  But just because companies like Netflix and Airbnb use AWS for hosting, does that mean they’re right for your business as well?

At LogicBay, the answer was absolutelyWe have found AWS to be an excellent solution for a wide variety of cloud- and distributed-computing needs.  Their ability to provide us with the highest levels of security, increased responsiveness and uptime, have allowed us to meet the global needs of our growing customer base. But we're not alone in this assessment.

Topics: Scale Your Channel, PRM in the cloud, cloud security, cloud reliability, software as a service

Partner Relationship Management Software - SaaS Or Installed?

Posted by Seth Jacobsen on Mar 22, 2016 3:20:00 PM

If a company is looking into Partner Relationship Management (PRM) Software to help them manage and improve relationships with channel partners, there's one very basic question they need to answer early on. The answer to this question will dictate a lot of elements in terms of how the system will be implemented, and how it will be administrated after deployment.

In short: Should the PRM be hosted on the cloud as a SaaS solution, or be installed and owned locally?

Topics: channel management software, PRM in the cloud

9 Industry Trends Impacting Partner Relationship Management | Part III

Posted by Seth Jacobsen on Oct 2, 2015 10:00:00 AM

Today we offer the conclusion to our three-part blog series discussing industry trends that need to be taken into consideration for supporting your indirect sales channel. We see Partner Relationship Management (PRM) as a way of thinking with technology as a critical component to enabling a successful channel program. Part of that philosophy is understanding the dynamics of you partner ecosystem and how the evolution of your business is supported by systems and processes that can grow with you over time.

Topics: Build Your Channel, Ease of Doing Business, PRM in the cloud, channel management, Understanding PRM, Channel Marketing Strategy

9 Industry Trends Impacting Partner Relationship Management | Part II

Posted by Seth Jacobsen on Sep 11, 2015 7:30:00 AM

Last week we posted the first in a 3-part blog series that highlighted some of the dominant trends currently impacting Partner Relationship Management (PRM).

Today we continue that discussion by focusing on three more areas that are top of mind for any company looking to support a network of indirect channel partners.

Topics: Build Your Channel, Ease of Doing Business, PRM in the cloud, channel management, Understanding PRM, Channel Marketing Strategy

9 Industry Trends Impacting Partner Relationship Management | Part I

Posted by Seth Jacobsen on Sep 10, 2015 7:30:00 AM

Managing channel partners in today’s highly fluid environment is an “accelerating” challenge. The internet has expanded the need for better, more frequently updated information and has heightened the competitive challenges that all businesses face throughout the entire value chain of the company—including suppliers, dealers and customers. Technology is compressing these distinct entities into a single ecosystem or business community that must be managed together to optimize a company’s performance.

Topics: Build Your Channel, Ease of Doing Business, PRM in the cloud, channel management, Understanding PRM, Channel Marketing Strategy

How Uber Uses their Cloud Based Partner Portal to Onboard New Drivers

Posted by John Panaccione on Aug 5, 2015 7:30:00 AM

Partners can come in many shapes and sizes. Your company’s partners might consist of independent dealers and resellers, some that sell your brand exclusively and some for which your brand is one among many. That’s a typical partner strategy, but the San Francisco-based taxi startup Uber faces a different challenge.

Topics: Build Your Channel, Partner Portal, best practices, PRM in the cloud, Channel Partner Onboarding

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

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

Unlocking Channel Value with Partner Relationship Management

Posted by Seth Jacobsen on Dec 4, 2014 9:59:00 AM

If you're an executive with sales or marketing oversight you understand that your channel partners play an invaluable role in the sales process by representing your brand and acting on your behalf (often as the voice and face of your company). Under your sales direction, your channel partners establish strong customer relationships by listening to customer needs, offering personalized support and ultimately providing products essential to customer success. All too frequently however, channel partners are neglected and a lack of support in the tools, material, and communication they need prohibits their ability to service the customer as effectively as possible. Your business suffers along with theirs. Making matters worse, a variety of point solutions are often put in place to help meet a specific need, with the end result being too many disparate systems that only make doing business more difficult.


Topics: prm, partner relationship management, Partner Portal, PRM Best Practice, PRM in the cloud, channel management, emerging growth companies, emerging growth sales, Increase Channel Sales

The 3 Things You MUST DO to Optimize Your Distribution Channel

Posted by Paul Tobin on Oct 1, 2014 3:04:00 PM

Building and maintaining a high performing distribution channel is worth its weight in gold. But like gold, it’s a rare commodity! Many distribution channels are grossly underperforming and frustratingly inadequate. But through years of working with some of the most successful distribution channels in the world, including Caterpillar, Daimler, 3M and others, I’ve learned that as a channel manager you must do 3 over-arching things: 1) Engage, 2) Manage, and 3) Develop your distribution partners. This applies to all varieties of channel partners including dealers, distributors and franchisees.

As the graphic on this page shows, those 3 overarching principles are at the top of the channel performance food chain. They will guide and add focus to your program of channel optimization and lead you to the promised land of increased sales, higher margins, lower warranty costs and improved customer satisfaction. [Please feel free to leverage this graphic to your slide decks or strategy papers.]

Underneath lies a labyrinth of tasks and activities, each of which must be executed with excellence.

 

Topics: Build Your Channel, Ease of Doing Business, PRM in the cloud, channel management, Understanding PRM, Channel Marketing Strategy

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