Channel Management Blog
Our blog features channel management tips, best practices and expert insights to help you get the most out of your PRM and create a successful partner program.
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 […]
3 Marketing Development Funds Best Practices That Work
Three best practices for a successful marketing development fund program. Hint: is not about control, but incentives and guardrails.
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 […]
Release: Import Opportunities from SF and Improved SF Field Mapping
The next release of our PRM software is going live tomorrow Friday, August 22nd between 5 am and 7 am EDT and contains a number of improvements around our integration with Salesforce CRM. Here are the key improvements: Import Opportunities from Salesforce as Leads Opportunity records in Salesforce can now be pulled into Channeltivity to create Leads […]
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 […]
Release: Partner Agreements Letterhead, Countersignatures & More
Our next release is going live tomorrow Wednesday, July 2nd between 5 am and 7 am EDT. Here are the key improvements: Partner Agreements Letterhead Set your company letterhead/stationery as a backdrop for all Partner Agreements signed through Channeltivity. Just upload a PDF of your letterhead and adjust the margins, and then any newly signed […]
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 […]
