How To Become The Preferred Choice Among Your Channel Partners

Posted by Kellie Auman on Oct 10, 2017 10:05:00 AM

If your company relies on non-exclusive channel partners, that makes for a difficult balancing act. Obviously, you want them selling as much of your product or service as possible, BUT they have businesses to run, and it's only natural that they're going to be making the choices that benefit them best. Those choices might or might not involve promoting your company's products and brand.

Guide your partners to success.

If you're wondering about how your channel partners are differentiating your products, perhaps the first question to ask is "Do they have the knowledge necessary to differentiate it?"

Topics: Scale Your Channel, channel partner collaboration, Sales Productivity, sales partner incentives

Diversifying Your Incentives Strategy

Posted by Kellie Auman on Sep 19, 2017 2:05:00 PM

If we talk about partner channel mindshare a lot in this blog, it’s because it’s critically important and yet a factor many vendors overlook -or underestimate- to their own detriment.  Aside from situations where you have locked-in dedicated partners, it’s vital for a vendor to always remember that there will be competition for the time and attention of partner-level sales staff.  The vendors who come out on top are usually going to be those who find the best ways to incentivize their partners.

One of the most common ways to do this is the ever-popular Sales Performance Incentive Fund, or SPIF.  Or, just plain “bonuses.”  Set sales targets, and pay out a SPIF to whatever partner or salesperson who performs the best.  It’s simple, it’s direct, and it’s effective…  but other options exist.  It's key to diversify your sales incentives strategies rather than relying on SPIFs alone.

Topics: sales partner incentives, channel incentives, developing incentives

Implementing Loyalty Programs to Enhance Your Indirect Sales Program

Posted by Seth Jacobsen on Jan 17, 2017 10:20:00 AM

Loyalty programs aren’t just for B2C markets any more!  They’re also an excellent way to incentivize partners in your indirect sales channel, building loyalty and engagement among their sales staff and helping to collaborate on opportunities to accelerate sales.

Remember, keeping mindshare among your partners is critical for inspiring them to promote your products & services ahead of other vendors they may also be representing.  And in an environment where increasing numbers of businesses are looking towards the indirect sales program, that means it’s becoming increasingly important to find ways to differentiate yourself.  A loyalty program can do a lot to keep your existing partners happy, while acting as a nice recruiting tool for bringing new partners on board.

Topics: Optimize Your Channel, sales partner incentives, partner loyalty

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