Challenges and Solutions In Today's Indirect Sales Environment

Posted by Seth Jacobsen on Oct 11, 2016 8:35:00 AM

If you haven't seen it already, the latest edition of HubSpot's seminal State Of Inbound Marketing Report has been released, and - as always - it's packed full of fascinating facts and insights into both inbound marketing and the overall state of B2B sales and marketing today.  We've been going over the report, and in the weeks to come, we'll be talking about some of its findings while discussing solutions to a number of the challenges it highlights.

One of the key sections of the report covers the most common challenges facing today's sales and marketing executives. As we review several of the key findings from this report, we'll relate some of the best practices we've learned through our years of channel strategy and ways that a PRM-driven technology approach can address these issues.

Topics: prm, Inbound Marketing, prm systems, prm strategy

A Data Driven Approach to Partner Marketing with PRM

Posted by Seth Jacobsen on Apr 19, 2016 11:30:00 AM

If you're looking for a quick way to sum up Partner Relationship Management (PRM) software, or pitch it to results-focused execs, the best way might be to simply say "It's CRM for an entire channel ecosystem."

Customer Relationship Management software can be a valuable resource in data-driven marketing. The allure is obvious. You get a central database of every customer interaction which can be used to make informed decisions on the effectiveness of sales and marketing efforts. Some CRMs have strong marketing automation capabilities, which track every website interaction, every email sent, as well as deep and robust analytics for digging into that data. Together they provide so much potential for creating actionable ideas for pulling in new leads and closing more sales.

Topics: channel partner collaboration, PRM v. CRM, prm systems

Industry Trends for Indirect Sales Channel Management

Posted by Seth Jacobsen on Jan 7, 2016 1:30:00 PM

The name of the game in indirect sales channel management is “integration.” Channel managers for manufacturers and OEMs are always looking for ways to integrate their numerous tasks of managing their indirect sales channel partners into one system. Marketing products and services through a network of indirect sales partners (dealers, resellers, VARs) is most effective when a company fully engages its channel partners with its products and way of doing business. When channel partners are engaged, it means they are supported by the manufacturer whose products they sell, and understand those products and best practices for selling them. 

Topics: Build Your Channel, prm systems, marketing, systems integration

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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