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Channel Matters Blog > December 2014
by Rich Blakeman
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Channel success requires convincing channel partners to make investments in their business that benefit both the partner and the channel organization. The 2014 Channel Enablers Channel Competency Study shows that channel managers who know how to build and present a business case tailored to an individual partner's business model and objectives are better at reaching their revenue objectives.
by Cristal Herrera
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There’s nothing like an entire week spent with clients to center me on what’s important. While a whirlwind trip to Australia and Asia was a good start to my autumn, wrapping up the season with client events and meetings across Europe was equally productive and informative. More on the reason for my provocative title in a moment, but let me start with a reflection that proved as true in Europe as it has elsewhere:
by Cristal Herrera
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Business Partner Ship In our last Channel Performance Tip, we shared a useful finding from our 2014 Channel Enablers Channel Performance Study:

When channel managers build and present a business case for partner investment, financial target attainment was 45 percent higher.
by Scott P Leeper
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At the end of the day, we hire channel account managers (CAMs) for the same reason we hire a direct sales force – to bring in revenue. But, how you manage these salespeople in pursuit of that goal is distinctly different. Here are 3 key ways managing a CAM is different from managing a direct salesperson.
by Jan de Leon
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gift-of-success.jpgIt's the holidays. Time to relax with family and friends. Well, for some of us, anyway. The majority of sales leaders I know will still be thinking about how they're going to make their numbers next year even as they carve the Christmas turkey.