Blog - Partner Engagement
Read all about creating successful and motivated channel partners. Whether it’s learning how to recruit partners that fit your profile, setting them up for success with a the right training, figuring out the best partner portal content and communication cadence, or creating an effective incentive structure, our articles will help you maximize partner engagement.
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.
Engage Your Channel With Leads, MDF, and Marketing
Channeltivity’s survey shows how to engage your channel through smarter channel marketing. Read detailed how to’s and analysis.
Why are visits to my partner portal down?
A partner portal is built to make the life of the partner easier. A lot of the time a Channel Manager or the person in charge will automatically think, “If I build it, they will come,” and this couldn’t be further from the truth! Your partners have a life of their own, chances are you […]
Which way do you go? MDF or Co-Op?
Marketing with your partners is essential to establishing your brand, furthering your reach and of course, obtaining leads. Eventually one of the key issues that arises is how do you fund this type of marketing? Today there are two key ways: Market Development Funds and Co-Op. Both have their pros and cons depending on the […]
Are You Doing Enough to Motivate Your Partners?
In the channel world, it can be a difficult task to continuously keep partners engaged and motivated to sell your product. Yet, while this can be a challenge from time to time, there are actions you can take to increase the motivation of your partners as well as your visibility into their activities.
How to Make Rain in the Cloud
In terms of channel management, the cloud creates new waves in the vendor-partner relationship that can capsize profitability. The old ways of operating aren’t cutting it anymore. Now anyone can go to Amazon and just buy some space in the cloud – but then what? How does that become an offering? How do you create […]
The Best Way to Prevent Channel Conflict? Survey Says…
The 2112 Group’s survey of North American IT solution providers, service providers and telephone agents, shows that this group finds deal registration the most effective tool for maintaining fairness and consistent channel sales engagements with partners. In fact, deal registration ranked twice as effective as the next tool on the list, co-selling/co-management. What’s interesting here […]
Top 3 Things That Help Partners Sell Better
There are three questions every channel partner should be able to answer in their sleep about your company and its offering: 1.) Who you are, what you do, the problem you solve. Conciseness is memorable. Can you get the answers to these three questions pared down to a single 20-word statement? Channel managers and anyone […]
Structuring a Partner Program to Get the Partner Behaviors You Want Part 1
If you’ve ever had a spiff program not work the way you’d hoped, you already know that partners can behave in completely unexpected ways… Or are they really that unexpected? With a little forethought, if you consider what an incentive program is actually enticing, you will see pretty quickly that the partners’ behavior is completely […]