Three Common Complaints From Sales Partners

Posted by Kellie Auman on Jul 25, 2017 12:35:00 PM

Properly managing a growing indirect-sales ecosystem requires a lot of care and attention, particularly when it comes to problems your channel sales partners may experience during the partnership.  Anything you can do as a channel manager to make their lives easier will pay off in the long run.  Not only will they have more time to devote to selling your products, they’ll have a positive experience during the process. That can really make a difference, particularly in situations where your partners aren’t exclusive and you are, in effect, competing against other brands they’re selling.  

Here, we address three common complaints that sales partners have about their vendors and included ideas and processes to overcome those issues.

Topics: Partner Collaboration, Channel Conflict, Channel Sales Productivity, sales partners

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

Refine Your Partner Recruiting With A Go-To-Market Strategy

Posted by Seth Jacobsen on Mar 9, 2017 10:40:00 AM

GTM strategy documents are starting to become fairly commonplace throughout sales-oriented businesses, particularly those who deal directly to specific target niches in B2C or B2B markets and want to ensure an audience focus.  They might not immediately seem to have relevance to indirect sales ecosystems – since many of the elements covered by a GTM document would be handled by partners – but they can be put to use specifically for targeting your own partners.

After all, as a vendor, you are effectively selling yourself to your partners.  And as we’ve discussed in the past, smart alignment between your own business goals and those of your partners is key to building effective long-term partnerships.  A partner-focused GTM strategy can bring many of the same benefits to partner recruitment and retention that they bring to a direct sales strategy.

In particular, with increased competition in the indirect-sales market, a good GTM strategy can help you differentiate yourself in markets where partners may be choosing between many vendors.

Topics: channel partners, marketing, sales partners, gtm strategy

Reviewing 2016 To Create A Better 2017 For You And Your Sales Partners

Posted by Seth Jacobsen on Dec 15, 2016 10:20:00 AM

The end-of-year is coming up, which makes this an excellent time to review the performance of your indirect sales channel.  One of the most critical aspects of managing a network of channel partners is continually monitoring key performance indicators for areas of improvement. 

At the end of the year, you also have the opportunity to evaluate what's working - and what's not - as you establish goals for the upcoming year. By taking a critical look at 2016’s performance, you can help ensure that 2017 looks even brighter for yourself and your partners.

Topics: Scale Your Channel, sales partners

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