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Channel Matters Blog > February 2015
by Rich Blakeman
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goalFor evaluating year-over-year performance in a channel organizationone metric rises to the top: revenue per partner. When we talk about partner productivity at Channel Enablers, it's the yardstick by which we most often measure performance improvements. And as channel leaders look for ways to improve partner productivity, they often focus in on improving revenue per partner. 
by Rich Blakeman
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Abstract
Joint partner planning is key to channel success. However, before focusing on 2015 goals and objectives, channel managers and their partners need to take a brief look back at 2014.
by Rich Blakeman
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Win-Win.pngHere's a common scenario with which I think most of us can identify. We're working on a really big deal— and I mean huge. This one will make our year if we can close it. (OK, so maybe a deal that size isn't all that common, but it makes my story more exciting.)
by Jan de Leon
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prospecting.jpgOne of our customers recently brought up a concern that's often on the minds of executives who sell through multiple channels: 

Question — How do I avoid paying commissions to both the channel and my direct force for the same opportunity?  


by Rich Blakeman
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Win-Win2.pngEvery channel organization I've ever worked with has faced this scenario. It's the end of the quarter. The funnel is filled with hot deals. When you total up the value, it looks like you'll come pretty close to plan...maybe even exceed it. Then you get the call from your channel manager...