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

Communication: The Critical Element for Successful Channel Partner Engagement

Posted by Kellie Auman on Oct 3, 2017 2:30:00 PM

Channel managers understand how vital channel partner engagement is to improving indirect sales. Effective channel partner engagement has numerous benefits, both for you as a channel manager and for your partners. The higher the quality of channel partner engagement, the easier it is for the people who work within your re-seller network to do their job of selling and servicing your products every day.

Effective communication helps you build strong relationships with your channel partners. Once established, those relationships will:

  • Improve productivity and distribution numbers.
  • Increase sales and commission numbers for dealers.
  • Make advertising and marketing campaigns more successful.
  • Improve customer service along the entire channel.

Topics: Scale Your Channel, channel partner engagement, communication, channel partner relationship

Best Practices For Scaling An Indirect Sales Channel

Posted by Kellie Auman on Sep 28, 2017 11:45:00 AM

In direct sales, a company takes their services and/or products right to a client or customer. There is no middleman or third party playing a role.  With indirect sales, however, independent parties are brought in to help with marketing and distribution. That may sound less than ideal—after all, they’ll clearly cut into your profits—but a majority of the goods and services sold globally are through an indirect sales channel.

Most indirect sales models begin with a few sales partners, but eventually need to expand. This expansion doesn't happen overnight.  You don't wake up one day, decide you want to grow your indirect channel and have everything hammered out by the afternoon. You need to think strategically about what is already working and what gaps in the process need to be filled.

Topics: Scale Your Channel, Build Your Channel, Partner Collaboration, indirect sales

How To Drive Sales Through Incentives

Posted by Kellie Auman on Aug 31, 2017 9:15:00 AM

Your company has just launched a new product. It is anticipated to be a huge part of your business. As the company’s sales director you are responsible for partner sales and have recruited and on-boarded the right channel partners. Now that your channel partners are thoroughly prepped, armed with new product information and ready to sell – you need a reason for them to sell more, sell often and meet/exceed quota.

Developing incentives will prime your channel partners to drive sales so that your product (and your company) will be leaders in the market space. It is important to understand that the underlying rationale of incentivizing channel partners is to motivate them to sell more. Incentives can take several forms such as:

  • Additional discounts off the sales price of the deal
  • Product rebates
  • Market development funds

Topics: Scale Your Channel, channel partner engagement, driving sales, developing incentives

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

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