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Where are all of these so-called “Born in the Cloud” Partners Anyway?

Where are all of these so-called “Born in the Cloud” Partners Anyway?
This question was posed to me at the Ingram Cloud Summit this week in Phoenix. We all know that the cloud is quickly redefining IT, with over 90% of companies using some mix of public, private and hybrid cloud solutions. In fact, 60% of companies have replaced more than one third of their IT infrastructure with cloud products thus far (Gartner). With 1,300 attendees at this cloud-focused conference, I asked the question: “How many of you...
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Measuring Channel Success: Reach, Frequency, Yield

Mindshare for today’s channel comes at a premium. If you are a Channel Manager looking to grow your business it seems easiest to go after your best partners and ask for more business.  Many times, your partners will sell into their existing accounts and become deeply involved in deployments, leaving little capacity to sell more.  Focusing on the broader issue of creating channel capacity by increasing number of Channel Partners, shortening sales cycles and generating more...
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Channel Partners Equipped for Success

Partner profiling – one of the many things channel organizations want to unlock in order to reach full potential. One of the easiest ways to drive revenue in the channel space is to zero-in on which partners are productive and which are not. Here’s the tough part – transforming them from unproductive to productive. If your channel has hundreds or thousands of partners, it’s understandable if the majority of your channel sales come from a select few....
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Tackling Analytics Like A Channel Pro

Keeping up with today’s channel partners’ expectations requires any channel business to be on their toes at all times in order to meet those expectations. The popularity of modern predictive analytics is on the rise without a doubt and channel account managers must be prepared. Predictive analytics moved from backroom operations to frontline sales and now, it’s moving to the channel sales organization. As predictive analytics evolves in the channel space, it becomes a necessity for...
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Using KPIs to Grow Channel Business

SMART, Specific, Measurable, Actionable, Realistic, Time sensitive, are the components of good KPIs (key performance indicators). Find out how your organization can make SMART decisions with their KPIs. Click here to read the full article 
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10 Tips for Capturing Reseller Loyalty

It’s no secret that getting your reseller partners personally invested in selling your products is good for business. But when Blackhawk Engagement Solutions (formerly parago) conducted a recent survey of channel marketers, we found that only 52% of vendors are paying incentives directly to their partner sales reps. Instead, the incentives are going to the partner principal, who then doles out the incentives to thesales team according to how he or she sees fit. So more than...
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The Top 6 Things Channel Data Can Tell You: Part I

"Water, water, every where, Nor any drop to drink." That's the lament of the ancient mariner from Coleridge's poem, and it could just as well apply to the challenge of what to do with "big data" from the channel. Data, data everywhere, but what is there to learn? In fact, channel data can yield a lot of information and insight on which to make better business decisions. A recent report by Forrester Research[i] cataloged a number of...
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Removing the Blindfold: Accelerating Growth Through Data-Driven Channel Management

"Data is the Achilles’ heel of the channel," says Tiffani Bova, vice president, distinguished analyst–research at Gartner. Bova is right. Despite years of investment in IT systems and processes, many high-tech vendors still struggle with data gaps and quality issues that obscure the visibility of channel performance and growth opportunities. While numerous high-tech companies are making great strides mining customer data, they fail to tap into the wealth of information they receive from channel partners. As...
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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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Partner and Program Performance Measurement

I hope you had an opportunity to attend our recent webinar: “Measuring Channel Program Performance and ROI.” It was an interactive session with lots of questions from the attendees. It’s great to know that this topic is foremost in many people’s minds as we enter the New Year. In the webinar we emphasized that tracking channel performance creates a culture of data driven channel management. Metrics measure current operational performance –typical data points such as the...
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