Tailoring Your Pitch To Help Buyers Justify Technology Purchases

Posted by Kellie Auman on Dec 7, 2017 11:50:00 AM

It's true, and often said, that in any area of sales one should always tailor their sales tactics to suit the buyer – but that’s easier said than done. It can get extremely difficult when pitching more expensive solutions such as those based in technology, to companies where multiple people are probably involved in the purchasing process. Sure, a good salesperson can get the person on the phone onboard with the purchase – but what about that buyer’s boss? Or their CFO? Or anyone else who also has to agree to buy?

We’ve partnered with SiriusDecisions in the past and keep an eye on their blog, so we were thrilled when we came across this article all about successfully justifying technology purchases. Turned around a bit, it can also be an excellent guide to your ecosystem’s sales staff on how to help their point-of-contact make the sale happen!

Topics: Build Your Channel, Increase Channel Sales, prm technology, increase partner sales

Too Many Systems Create Chaos In The Sales Channel

Posted by Kellie Auman on Oct 31, 2017 11:40:00 AM

Are you at a point where your operations are suffocating under the weight of all your software systems?

This is a relatively common problem these days, especially among companies who've been continually trying to stay on top of modern technology for the last ten or twenty years. For the longest time, B2B software was very much in a "wild west" state of affairs with few standards in place and incapabilities at the fore front. In many cases, businesses ended up building their own point solutions that worked for a single internal need, but weren't compatible with other homegrown solutions or the needs of their business partners.

Topics: prm, Sales Productivity, prm technology, systems integration

How To Make Sense of Technology Chaos In The Sales Channel

Posted by Kellie Auman on Oct 19, 2017 3:10:23 PM

Are the technology options that can help scale your sales channel confusing you?  Is the acronym soup that represents the hundreds of tools and systems designed for the channel making your head spin?  On the heels of our recently released Executive Brief, PRM or CRM?  The Right Choice for the Indirect Sales Channel we put together on online seminar that will help define and dissect the many moving pieces and technologies within a modern day sales channel.

Topics: PRM v. CRM, prm technology, systems integration, Online Seminar

New Partnerships:  Enhancing Business Intelligence & Dashboard Reporting

Posted by Kellie Auman on Jul 13, 2017 3:00:40 PM

As part of our continuing drive to keep LogicBay at the top of the PRM curve, and continue to provide you with the tools you need to most effectively manage your ecosystem, we’re proud to announce the integration of Sisense business intelligence technologies into our dashboard system! (You can find the full press release here.)

What does this mean for existing LogicBay users?  Simply put, it means your dashboard is about to become more flexible while also offering better ways to dig into your data for actionable intelligence, but without sacrificing ease-of-use. 

In recent years, Sisense has been disrupting the Business Intelligence (BI) industry with their analytical products.  Their robust systems allow even relative newcomers the ability to perform the sort of “deep digs” into their business data which would previously have required expert assistance.  Sisense can work on large, complicated, or disparate data sets while constructing visualizations that are easy to understand.  Hence why Sisense was our go-to choice when looking to improve our dashboard reporting.  

Topics: channel partners, business intelligence, prm technology, sales partners, dashboard reporting

Evaluating Sales Support in the Indirect Channel

Posted by John Panaccione on Jul 21, 2016 10:30:00 AM

My colleague Ed Marsh (@edbmarsh) wrote a great piece last week commenting on a recent HBS article.  He made the point about how marketing automation is key to supporting a sales force in general.  I'd like to add to that sage advice.

The team of McKinsey consultants who wrote the HBR article stated:

"We found that devoting 50%–60% of sales employees to support functions is optimal. Many companies with low sales ROI devote less than 30% of their sales staff to support functions. But having too high a share of sales support has a negative impact on sales ROI, as it simply increases the cost base without adding additional support to the front line. Most of the companies with 60%–80% of sales support are in the bottom 75% of sales ROI."

The findings were based on research the authors conducted with 40 companies with direct sales forces - not a huge sample, but large enough to draw some valuable conclusions for sure.

Topics: Optimize Your Channel, indirect sales, prm technology, sales support

LogicBay PRM Version 10: Accelerate Channel Sales with Mobile-First Design

Posted by John Panaccione on Jul 12, 2016 11:00:00 AM

We are proud to announce the release of Version 10.0 of our Partner Relationship Management (PRM) technology. This milestone release is the culmination of over thirteen years developing best-in-class PRM software to support all levels of sales channel development. Our continued growth and success has been founded on consistently listening to the feedback from our customers, and building the technology based on the evolving needs of supporting an indirect channel program.

Topics: Scale Your Channel, prm technology

What I Wish I Knew a Year Ago about PRM Software

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

A lot has changed in the software industry over the last year or two, and PRM software is no different. As businesses and their channel programs evolve in complexity, the need for a scalable solution that meets a variety of functional support requirements has never been more important. Consider the following things I wish I knew a year ago about PRM software.

Topics: prm technology

5 Best Practice Ideas for Launching a PRM Solution

Posted by Seth Jacobsen on Dec 11, 2014 2:45:00 PM

We are often contacted by organizations asking us about the best approach they should pursue as they consider a Partner Relationship Management (PRM) solution for their company and their dealer channel. As we reflect on these questions, we have come up with five best practice strategies we think are important for any company considering a PRM solution.

Topics: prm, Build Your Channel, partner relationship management, Partner Portal, best practices, channel management, emerging growth companies, marketing, prm technology, think big, dealer training, PRM solutions

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