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by Braham Shnider
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Miller Heiman, the leader in global sales performance, announced today new leadership for its Center of Excellence dedicated exclusively to improving productivity and profitability in organizations that use indirect routes to market. Rich Blakeman will lead this solution portfolio – with Channel Enablers, a division of Miller Heiman, as its keystone.

by Rich Blakeman
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Why Can't My Channel Managers Get Their Partners to Sell?  It's not easy being a Channel Account Manager or CAM. Direct-sales peers don't see them as "real" salespeople. Channel partners are far more likely to judge them on their willingness to buy lunch than on their abilities. And when channel sales lag, they bear the brunt of the blame.
by Geoff Wright
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In our last post, Why Can’t My Channel Managers Get Their Partners to Sell, Rich Blakeman touched on the importance of the Rules of Engagement (ROE).  This document can make or break your channel sales efforts so I thought an example might help.