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.
How to Ramp up More Partners Faster, Pt. 2
tFinding the right partners, getting them signed on and ramped up – and doing it quickly and effectively – is critical to successfully launching the channel. We’ve worked closely with dozens of companies looking to grow their channel and have noticed differences between the companies that make it and those that don’t. In general, the […]
How to Ramp Up More Partners Faster, Part 1
If you’re looking to accelerate your recruiting and partner on-boarding processes, you can learn a lot from Lauren Robinette, Channel Rockstar and a business development professional in high tech. Charged with quickly building a global enterprise partner channel from scratch for Samsung, she signed up 250 global partners in only 6 months. The Shift from Sales […]
CEOs: Don’t Make this Mistake when Launching Your Channel
In the last six years I’ve been running Channeltivity, I’ve had the pleasure of talking to or doing business with hundreds of channel professionals. Through those conversations, I’ve heard stories of success and stories of failure in the channel. The CEOs that hire a channel leader based on the same criteria that they use for […]
Still Using your CRM to Manage Channel Sales?
CRM programs like Salesforce.com should serve as the system of record for your company, but trying to create a makeshift partner management (PRM) tool with something designed for direct sales management will only create frustration and perpetuate an ineffective process. It’s going to run sub-optimally and performance will be limited. Here’s why: Partners and customers […]
Effective Partner Recruitment How To: Part 2
Now that you understand your geographic requirements and you’ve figured out what your ideal partner looks like (see previous post), it’s time to think about how to recruit the right partners. The partner recruitment process is similar to a sales process: you need to know how partner candidates are progressing at any given time. A […]
Effective Partner Recruitment How To:Part 1
Effectively recruiting the right partners is a critical component to any successful channel program, and it starts with a shift away from thinking of partner recruitment as a launch activity. Good recruitment starts with a well thought out and tested recruitment process. When your program is new, you need to start with some assumptions regarding […]
Channeltivity Releases Enhanced Salesforce.com Edition
Expanded functionality enables customers to access Channeltivity from within Salesforce.com Charlotte, N.C., November 9, 2015 – Channeltivity today announced significant enhancements to their popular Salesforce Edition, enabling organizations that heavily leverage Salesforce.com to seamlessly access and manipulate more Channeltivity data without ever leaving Salesforce.com. The newly released Channeltivity Salesforce Edition features include: Automatic Single Sign-On […]
The Future of Channel Management
When it comes to the technology you use for your channel management, it’s easy for a channel manager to get overwhelmed with options. We recommend reading Jay McBain’s newest blog post: The Channel Technology Stack – Future of Channel Management. As Jay explains in his post, “The channel technology landscape is rapidly evolving, with dozens of […]
Don’t be ‘That Vendor’ with your Channel Partner
Ever go on a date, or meet someone new that doesn’t know how to read the clues? They over-text, over-email and generally over communicate. They come off as needy, even desperate and the last thing you want to do is engage for fear of encouraging them. On the flip side is the person that sounds […]
Partner Relationship Management Budgets: Get the Funds You Need
The ability to get budget for partner relationship management software is a key skill for any channel decision maker. Here are three tips to get your channel program the funds for the tools it needs. Communicate Channel Needs Clearly During the partner relationship management budgeting process, it’s critical that you become fluent at explaining in […]
