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Views from the Channelinsight Team.

Views from the Channelinsight Team.

Do You Have The Data You Need to Measure Channel Partner Performance?

There is a saying that "if you can't measure it, you can't manage it." If you are a manufacture who sells through various channels, then you understand the importnace of measuring your partners' performance. In fact, your ability to grow your channel, as well as achieving a positive ROI on channel marketing programs, highly depends on this performance. Reviewing your partners’ performance can, and will, provoke key questions about how your resources are being allocated and if...
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Sam Layle
Successful partner evaluation is not just about the numbers – it is also about driving the right behaviors that will help you grow... Read More
Tuesday, 17 March 2015 9:09 PM
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10 Interesting Facts About Big Data

Everywhere you turn, you hear the term “Big Data”. What does Big Data mean to you and how will it impact you and your business in the near future? Having access to high-quality channel data in real time can help you make smarter business decisions and allow you to be more agile than your competitors. Why? Because hidden inside the massive amounts of structured and unstructured channel data that is collected on a daily basis are key organizational,...
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Why Channel Data & Master Data Management Don't Always Get Along & What To Do About It

Channel managers are often included in corporate Master Data Management (MDM) projects. The hope is that an overall MDM strategy will help tame channel data so that it plays nicely with other important company information. As a result, Channel managers often ask me two questions: How will an MDM strategy help - or hurt – me? And how can I effectively contribute to the strategy? First, lets take a step back and define what we are...
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More Channel Data is Better - Isn't it?

A few years ago, I was sitting in a training session for a large customer where the topic was an overview of the corporate channel policy and I over heard a channel manager explaining to a sales rep the policy for getting reported data. It went like this… Channel Manager: "We'll take any data you can get regardless of quality, from any partner. If it has holes, we'll deal with that later. If they have more...
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Want Good POS Data From Your Channel Partners? Stop requiring it.

Your channel sales data is only as good as the information your partners provide. But what if your partners are giving you incomplete or inaccurate data? What are your options for getting better data from your reporting partners?   Partner Relationship ManagementMost people assume that the answer lies in requiring channel partners to provide you with the information you need. In fact, however, requirements alone are meaningless. Here’s why.   Let’s say you have weak partner...
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