Partner Manager Resource Center

Register Here
Channel Matters Blog > March 2013
by Janeen Sonsie
Read 6 times
This items rating
(0 votes)
Partnering relationships are critical to our business. They can take the form of joint ventures or strategic alliances, selling through distributor partners or partnering with your suppliers/vendors. The more effective we are in building these relationships on a personal level, the more benefit we will get from the partnership, particularly in growing the business. Follow these communication tips to get more out of your partnerships.
by Geoff Wright
Read 26 times
This items rating
(0 votes)
Last month I challenged each of you to complete a brief 'self-audit' on your partner planning efforts. You might recall I challenged to you answer a set of key questions about partner planning process, consistency, scope and outcomes, and the impact of this on partner trust. Many thanks to those of you completed this as an on-line survey; we can gain some real insight from the survey results.
by Philip Moon
Read 6 times
This items rating
(0 votes)
Today's customer is changing the way they buy, with a huge array of information resources available to them. With buyers in charge of where and how they get their information, companies must develop a multi-channel marketing strategy that ensures visibility while maintaining consistent, compelling messaging.
by Philip Moon
Read 7 times
This items rating
(0 votes)
Channel Enablers is proud to announce the launch of a new advanced training program for mature channel sales people who lead and manage key partnerships to achieve mutual revenue growth by working with and through other people.
by Harold Sunata
Read 313 times
This items rating
(0 votes)
Let me know if this sounds familiar. Your company has a great solution for the markets you serve. Your company decides to use both direct and indirect routes to market. You recruit great partners and develop existing partners to sell the solution. The selling begins, and your phone starts to ring off the hook.

Unfortunately, they are not calls for orders as you'd hope, but calls from both direct and partner sales, complaining:
  • The partner or direct sales team is getting in the way of deals
  • The partner or direct sales team is not doing enough to identify and close deals
  • How am I going to be compensated, and how much, on deals?
Instead of managing your overall channel strategy and driving sales through partners you end up spending most of your time as a referee.
by David Perrett
Read 6 times
This items rating
(0 votes)
As we close out the first quarter of 2013, Channel Enablers asked four thought leaders how they thought the year was going so far, and what they thought were some of the biggest challenges moving forward.
by Harold Sunata
Read 140 times
This items rating
(0 votes)
This is part two of a three part series on reducing channel conflict between direct and indirect sales teams. It might be helpful to read Part One first if you haven't already.

In Part One, we saw how proper compensation is a vital component in driving sales and the desired level of field alignment between direct and indirect sales teams. But compensation alone does not solve all channel conflict. If that were the case, all you would have to do is copy a successful comp plan, pass it out, and all your troubles would magically disappear.

In Part Two we look at how Partner Selection, Partner Enablement and Rules of Engagement can reduce channel conflict even further.