Managing Channel Partners Through A Partner Portal

Posted by Kellie Auman on Aug 8, 2017 2:05:00 PM

The problem:  As the VP of sales one of your many responsibilities is to manage your sales channel partners.  This year ten new channel partners signed up and you have a dozen more in the pipeline.  It has become an all-consuming activity to mange and nurture these relationships and you are not feeling good about the results of your efforts.  The feedback you have been hearing from your channel partners suggests that your level of engagement and collaboration with them is not where it should be to ensure success.  The areas of needed improvement are in the following areas:

  • Marketing and Communication Support
  • Training and Certification
  • Performance Management

Topics: Scale Your Channel, Partner Portal, PRM solutions, Managing partners

Webinar Highlights: Channel Certification & Enablement: Best Practices – Part 1

Posted by Kellie Auman on May 10, 2017 11:50:00 AM

We were proud to recently host a learning webinar, Channel Certification and Enablement: Best Practices.  The webinar provided insights from Paul Tobin from ChannelSAGE, and LogicBay's CEO, John Panaccione. Both presenters specialize in supporting indirect sales channel partners.

Key Topics include:

  • What is certification?
  • Why certify?
  • Who should be certified?
  • How do I structure a certification?
  • How do I enforce compliance?
  • How do I measure and manage certifications?

In this first blog, we’ll cover the basics of what certifications are, why to implement them, and how they can be structured.  In Part 2, we’ll talk about more practical matters of implementation.

Topics: Scale Your Channel, Channel Partner Training, partner enablement, webinar, channel certification, what is channel certification, certification in channel

Three Trends Driving Change in Managing Sales Channel Partners [Infographic]

Posted by Kellie Auman on Apr 25, 2017 3:30:00 PM

Research shows that close to 70% of the buying decision is made before ever engaging with a supplier.  With this in mind, successfully managing your sales channel can be extremely complex.  There are three notable trends to consider to stay ahead of the competition and achieve success with every market opportunity.  

  • #1.  B2B buyer behavior is changing the game.
  • #2.  Mobile-ready technology is a must.
  • #3.  Better data is helping guide us to make smarter decisions.

Topics: Scale Your Channel, channel partner collaboration, Infographic, channel revenue growth, channel growth

Webinar Highlights: Where Channel Revenue Growth REALLY Comes From (Part 2)

Posted by Kellie Auman on Apr 20, 2017 10:10:00 AM

Let's jump straight into part two of highlights from our recent webinar covering best practices and sales tactics for channel sales leaders.  

Part II – Four Profitable Heresies - Michael A. Brown from BtoBEngage presented content during the webinar in four key areas:

1.  Identification & development of sales opportunities.  Your goal is to cultivate and drive practical opportunties for your organization.  In doing this, you need to have uniform lead scoring and criteria and a definitive release point from marketing to sales, while still maintaining enough flexibility that sales can get involved at any appropriate point.

Topics: Scale Your Channel, channel revenue growth, channel growth, channel revenue, revenue growth, webinar

Five Ways To Increase Partner Sales

Posted by Kellie Auman on Apr 11, 2017 5:15:00 PM

For anyone responsible with supporting channel partners, you know that anything you can do to help your partners drive more sales while keeping your company top of mind will bring great benefits.  Managing partners is the most difficult aspect of running a business focused on indirect sales, and successfully managing your partners will expand your sales numbers in ways that could never be accomplished on your own.

Realizing this is the easy part. Getting there is a challenge, in more ways than one.

Listed below are five ways to increase partners sales.

Topics: Scale Your Channel, Increase Channel Sales, partner sales goals, partner sales, increase partner sales

Six Managed Services To Increase the Value of Your PRM

Posted by Kellie Auman on Mar 16, 2017 5:05:00 PM

Partner Relationship Management (PRM) software is a powerful and flexible technology solution available for managing a growing vendor\partner ecosystem.  When implemented well, PRM can be a great do-it-yourself solution that streamlines most aspects of partner management while giving you a wealth of new data sources and analysis tools to gain more insight into your ecosystem.

By adding managed services to your PRM package, you can offload much of the “busywork” of maintaining a partner network, freeing you to focus on your core competencies and your actual day-to-day relationships with your partners.  You can also partner with experienced indirect-sale industry experts who can consult with you on business plans and growth strategies to improve every aspect of your ecosystem.

While managed services may not be required for a PRM implementation, they can be highly useful and worthwhile – particularly as an ecosystem grows and a Partner Manager needs to find ways to make the most of their time.  Listed below are six managed services that take the value of your PRM to the next level.

Topics: prm, Scale Your Channel, PRM solutions

Leveraging Increased Security And Reliability Through Amazon Web Services

Posted by Seth Jacobsen on Feb 21, 2017 11:20:00 AM

Amazon Web Services (AWS) is the world’s largest and most popular source for cloud services and web hosting.  They’re available to businesses large and small, and are trusted as hosts by some of the largest and most popular websites online.  But just because companies like Netflix and Airbnb use AWS for hosting, does that mean they’re right for your business as well?

At LogicBay, the answer was absolutelyWe have found AWS to be an excellent solution for a wide variety of cloud- and distributed-computing needs.  Their ability to provide us with the highest levels of security, increased responsiveness and uptime, have allowed us to meet the global needs of our growing customer base. But we're not alone in this assessment.

Topics: Scale Your Channel, PRM in the cloud, cloud security, cloud reliability, software as a service

What You Should Consider When Evaluating PRM Providers

Posted by Seth Jacobsen on Feb 16, 2017 9:40:00 AM

While the market for Partner Relationship Management (PRM) software is relatively new, it’s an area that’s attracting plenty of attention for its ability to impact change.  There are already several PRM choices which are considered mature, robust, and are being widely deployed.  And as indirect sales channels continue to become more important, it seems inevitable that more names will be added to that list in the days to come.

Of course, it’s not enough for a software solution to merely be well known. It still needs to fit your particular organizational goals as well.  In many cases, the best solution includes a combination of technology and services. This is where selecting the right PRM provider can become tricky.  A successful PRM implementation requires understanding your needs along with the capabilities of the software you’re considering, to ensure the two are in alignment. 

So today, we wanted to present a general step-by-step guide for the process of selecting a PRM provider.  

Topics: Scale Your Channel, prm strategy

Partner Recruitment and Your Ideal Partner Profile

Posted by Seth Jacobsen on Feb 14, 2017 2:14:00 PM

It’s a buyer’s market out there in more ways than one.  Due to the proliferation of business startups in recent years, and the vast reach of the Internet, virtually every company is facing more competition than ever before.  That’s not just true for B2B or B2C enterprises, but also for indirect-sales organizations seeking to sign up new sales partners.

In the same way that smart marketing today involves aligning sales and marketing efforts to precisely target buyers, a vendor looking to grow their channel ecosystem should also be focused on smart outreach to potential partners.  It can’t be a “one size fits all” effort.  Because local sales outlets almost always have a wide variety of potential partnerships on the table, they’ll be going with the vendor(s) who can best meet their own business needs.

Of course, having an ideal partner profile is key. From there, the better you can communicate your value proposition to each potential partner, the easier it becomes to create a compelling pitch to bring them onboard.

Topics: Scale Your Channel, Build Your Channel, partner recruitment

Demonstrating The ROI Of Partner Relationship Management Software

Posted by Seth Jacobsen on Jan 25, 2017 8:15:00 AM

It’s fine to talk about all the benefits of Partner Relationship Management (PRM) software in the abstract, but sometimes it's important to lay out the business case in order to move forward.

Whether it’s showing the value of PRM to your own executive team, or using it as a selling point when recruiting new sales partners, being able to show some hard numbers pointing to the effectiveness of PRM can be a big help.  This starts by looking at the areas where PRM reduces inefficiencies and other barriers to revenue, then by applying those key points to your own financials. 

We have identified seven key areas where PRM can impact an organization's ability to increase revenue, reduce costs, and drive a positive ROI.

Topics: Scale Your Channel, ROI of PRM

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