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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