How To Win Your Partners’ Undivided Attention Keeping partners focused on your brand is getting harder every day. As all of the brands they represent flood their mailboxes with look-at-me messages, program adoption by partners can be as low as 20%, says SiriusDecisions. In this white paper, discover how vendors can be top-of-mind with their […]
Episode 13: Jay McBain, Forrester Jay McBain, principal analyst, global channels at Forrester, has long been heralding the emergence of new categories of solutions providers he calls shadow partners. During this ChannelChat, McBain describes who these shadows partners are, why they’ll play an important role in helping vendors grow their business, and how soon brands […]
Episode 12: Theresa Caragol, Achieve Unite In a recent article, Theresa Caragol, founder and CEO of Achieve Unite, wrote: “To survive the rapidly changing pace of business technology consumers, technology providers must understand and operate in concert with five major forces.” In this episode of ChannelChat, Caragol describes the five forces she’s identified, the impact […]
Partner networks can be a great source of high-quality leads. Not only can partners identify qualified opportunities that are in-market, many have the ability to actually influence the sale too. Recruiting and retaining referral partners that provide a steady stream of qualified leads requires a program that meets their needs as much as yours. In […]
Episode 11: Jeff Mesnik, ContentMX In a recent State of The Channel report, CompTIA noted that channel partners – especially managed service providers – are beginning to put more emphasis on marketing their own brands and identity. One reason, said CompTIA, is that vendor brands of cloud-hosted solutions are becoming less visible. In this episode […]
Channel partners account for a staggering amount of the total revenue many companies generate. And more than 75% of vendors are forecasting that their partner-driven revenue will climb this year.
The single most important investment your company can make to accelerate your channel revenue may be something you’re only just hearing about: PRM (Partner Relationship Management).
The ROI of cloud-enable incentive program creation can add up dramatically. Discover how modernizing its incentive program delivered these benefits for an international telecommunications firm: 23% increase in sales 35% fewer mistakes on claims submissions Contest creation time reduced from more than an hour to 10 minutes Light a fire under your incentive program. Download […]
Retaining channel partners – especially those that build strong connections between their customers and the brands they represent – is critical to a vendor’s bottom line. The combined cost associated with lost revenue and the expense of recruiting and training replacement partners is not trivial. Therefore it’s important for vendors to remain diligent in addressing […]
Creating a more intelligent future takes teamwork. By understanding the behavior and performance of top performing channel partners – through the application of partner insight, performance and analytics – suppliers are grasping the actions they need to take to improve the performance of their entire partner network.