Channel marketers are tasked with getting more eyeballs on their channel and increasing brand exposure. After that, it falls to sales and business development to close the deal and maintain and cultivate relationships to keep partners engaged and grow the program. Historically, one of the main ways channel marketers drove awareness was by going to… Continue reading Channel Marketing Manager Guide

The main reason organizations don’t get their desired outcomes from channel programs is that they fail to incentivize their partners the right way or fail to make it clear what the reward is in the first place. For example, many programs run spiffs that only reward the sale of a product or service—not the underlying… Continue reading Incentivize Your Channel Partners Sales Teams to Drive Desired Behaviors

Businesses are always looking to unlock new revenue streams, which is precisely why many leading technology vendors opt to open up channel programs. You get a team of committed partners who are essentially selling your products on your behalf. But not every channel program is the same. If you want to take your program to… Continue reading Deal Registration Implementation 101

Your channel program partners might help you make money, but they absolutely do not work for you. The most effective partners can participate in practically any channel program that aligns with their expertise. They’re salespeople who are interested in what salespeople tend to be interested in: closing deals and making money. That being the case,… Continue reading Make Sure Your Deal Registration Solution Is Optimized

Deal registration can have a profound impact on a vendor’s channel programs. Yet business leaders sit around at the end of the year and wonder why they didn’t find success. To get better results, businesses need better tools, better programmatic details and a better basic understanding of how things work. Truth be told, there’s a… Continue reading Cut the Deal Registration BS

Many vendors don’t think they need purpose-built deal registration solutions when they have early-stage channel programs. Instead, they think they can get by using things like MA forms and Google Forms while their programs are still relatively small. It is certainly possible to get by without a dedicated deal registration solution. However, the problems of… Continue reading Do I Really Need Deal Registration Now?