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.
Three Keys to Partner Engagement
I was recently asked by a new customer if we had any documentation or training materials for partners that would get them more engaged and keep their new Partner Portal top of mind. I thought about it, and responded, “No,” not because Channeltivity doesn’t have documentation and training materials—we do. I answered “no” because I […]
The Beauty of the “Ready, Aim, Fire” Approach to Building Your Channel
This bounces off the post we wrote last week, where we explained the three things to consider before shopping for a channel solution. Not getting ready before moving to the “aim” and “fire” phases may be the most common reason for the failure of an indirect channel marketing strategy. You can invest the time now […]
Three Things to Consider Before Shopping for a Channel Management Solution
Partner relationship management software can’t build your indirect sales channel by itself. It is, however, a very powerful tool to include in your detailed and thorough plan. So before you go looking for a channel solution, make sure you’re investing your resources wisely. Here are three key questions to ask yourself before you begin shopping: […]
Building the Partner Relationship: It’s a Lot Like Dating
For the sake of this post, let’s assume you’ve already looked carefully at your company’s situation and determined it is, in fact, the right time to start selling through the channel (or you might want to read my previous post, “Are You Ready to Dive into the Channel?”). Now it’s time to find the right […]
Which Comes First – Lead Generation or Partner Recruitment?
“I want to be working with a channel, but which should I be doing first?” This question comes up regularly on LinkedIn groups. It may sound like a chicken and egg question: How do you service leads without partners, and how do you engage your partners without leads? The fact is you need to be […]
Are You Ready to Dive Into the Channel?
Using the channel model as part of an overall sales and growth strategy is a hot topic—unfortunately in a lot of cases for the wrong reasons. I’d like to clear up a few misconceptions: It’s Not a Field of Dreams In case you don’t remember the Kevin Costner movie, my point is that if you […]
Can you give me an ROI on a PRM System?
This is a question I get from about 1 in every 10 prospects. Its usually coming from their upper management (who I like to call: the economic buyer). The prospect is the person in charge of launching the channel program or has been recently hired to improve an existing channel program. I actually thought questioning […]
The Number One Reason Channel Partners Will Sell Your Product
When sales management is easier for the channel, it’s easier for you too. Creating and implementing an effective, streamlined process for leveraging your channel partners is the best way to let them make your company successful.
Is Your Channel Too Much to Handle?
With the growth of the channel in the upcoming years, businesses need to build up their channel programs and establish partnerships to drive indirect sales. The challenge that most vendors face is how to accommodate and maintain the larger networks of partnerships and communication across the expanding channel. Many successful businesses have implemented a Partner Relationship Management (PRM) system to manage their complex ecosystem of partnerships and continue the flow of communication. As the channel grows, businesses will need to develop a strong channel presence to be successful.
Channeltivity Partners with Relayware to Drive Channel Best Practices
Building a successful reseller channel and continuing to grow it and dial up its performance requires planning, disciplined execution and constant analysis. One of the greatest thinkers of our time Buckminster Fuller, once said, “If you want to change people’s behaviors, don’t bother teaching them. Provide them the tools, the use of which will cause […]