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Channel Matters Blog > February 2014
by Geoff Wright
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You’ve probably heard the saying that managing partners is “like herding cats.” There’s some truth to that, but contrary to popular belief, cats can be trained. I know a woman who makes her cats sit quietly before she feeds them. Her cats know what the reward is, and they know what they need to do to get it. If cats can be trained to sit quietly, surely partner performance can be managed.
by Rich Blakeman
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When I ask any group of Channel Account Managers (CAMs) what their partners want, most of them immediately respond with “Leads!” The next most common responses are funding, usually in the form of MDF or Market Development Funds, and higher margins.
by Rich Blakeman
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In a multi-channel organization, fostering collaboration between sales professionals and channel partners is essential. The best way to do this is to hold regular, effective planning sessions. Unfortunately, this is also one of the most challenging aspects of working with channel partners for sales professionals who have spent their career in a direct-sales model.