Blog - Channel Management
Our articles in the channel management category cover best practices, how-to guides, and expert advice on how to manage a successful channel. Whether you’re just starting out in partnerships or are a long-time channel veteran, we’re sure you’ll find helpful information to further your career.
Make sure to also check out our standalone guide on channel management software.
Best Practices for Business Planning in the Channel
No one likes planning, right? But we might as well face facts: joint planning with partners as part of your channel management strategy is a critical best practice, and vendors that make the effort are much better positioned to have a successful channel. Here are three key practices for doing the planning in a way […]
Channel Management ROI
Everyone wants to maximize the channel management ROI. Channel management software, increasingly known as partner relationship management (PRM) software, is tightly intertwined with CRM, but delivers the specific requirements needed to run a successful channel program. Listen to Jason Jacobs, CEO of Channeltivity, discuss Channel Management ROI and how “the only thing that creates value […]
PRM Best Practices: Increasing Partner Engagement with a Partner Portal
Increasing partner engagement is an ongoing effort theme in many channel programs. In this article, we’ll explore key strategies to increase engagement across your partner base. This is the first in our series of blog posts that will dive into best practices around specific aspects of partner relationship management. Next will be Deal Registration. Keys […]
Gamification? How About Generating Channel Sales Instead
In the channel management world, it’s a shame how much energy goes into gamification. All that energy does is focus attention away from the whole point of having a channel: generating sales.
The Real Secret to Scaling: Meaningful Metrics, Pt. 2
Setting up partner key performance indicators (KPIs), vendors can get bogged down in measuring things that are subjective, hard to quantify and even a little beside the point – engagement, for example. The most effective KPIs focus on the ultimate outcome you want, which is sales. What Are the Characteristics of the Ideal Partner? To […]
The Real Secret to Scaling: Meaningful Metrics, Pt. 1
Companies that effectively log data around meaningful metrics from the start begin to detect trends that can inform better partner selection. But what are those metrics? Well, that depends on your company, your product and the channel partners you’re hiring. Errors come into the equation when vendors just let a relationship evolve without any forethought […]
Gartner says “Tech Sales Has Lost Its Mojo”: Empower Your partners
It’s not news that most B2B buyers are doing their due diligence almost entirely online, long before any sales person enters the picture. As an unfortunate bit of fallout from this change, Gartner research shows how far sales has fallen in buyers’ eyes as a result. In Gartner’s survey, tech buyers rank sales at the […]
In the News: Easing Deal Registration Management
Our customer ForeScout Technologies Inc. was featured with us in TechTarget’s latest article on deal registration software. Deal registration programs have traditionally proven to be a headache for both partners and vendors, but new solutions like Channeltivity’s partner relationship management system simplifies the process. Learn how Channeltivity is changing the deal registration management experience in […]
Partner Recruitment and Onboarding…Best Practices to Consider
Last week, we held a great webcast focused around some of the best practices to consider as you create your partner recruitment and onboarding strategy. (Access the recorded webcast) At this time of the year, every organizations looking at their partner program, the partners they have on board and where they still need some help. Our […]
Selecting a Partner Relationship Management Solution: Don’t Make Time Your Biggest Expense
There are many different variables that come into play when selecting a Partner Relationship Management solution (PRM), or any other solution for that matter. Between the number of different people involved in the buying process, timeline, cost, etc., there are a lot of moving parts. Now, obviously the major obstacle to overcome in all buying cycles is […]
