By Brian Anderson, Associate Editor A study from Relayware finds that that 60% of channels partners blame inadequate supplier technology for subpar profitability. The study, titled: Partnering Automation Benchmarks, surveyed more than 150 channel partners to identify how suppliers transact business with their partners. While many channel partners are integrating cloud solutions into their portfolios, their […]
Partner portals and PRM systems are top investments for many vendors; but they simply are not delivering optimal results. While these solutions were designed to help vendors amplify partner engagement and overall sales and marketing productivity, they are not being used effectively enough to make the investment worthwhile.
By Lawrence M. Walsh, Editor-in-Chief, Channelnomics.com Influencing behavior changes often takes place through a system of rewards and penalties. Do something right, you get treated well and are allowed to advance. Do something poorly or, worse, negatively, and you’ll be punished. It’s the classic “carrot and stick” approach. The channel is built on just such […]