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Channel Matters Blog > March 2015
by Rich Blakeman
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fairness.jpgSports fans may complain about referees from time to time — OK, pretty much all the time — but they don't usually get that upset unless the refereeing is one-sided. Of course, I have to make a quick exception for the fans of what we here in the states call soccer. It can't be easy being a ref in that sport! But even at a soccer match, so long as the refs call the game evenly, we can slough off some pretty lousy calls — eventually.
 
by Jan de Leon
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The end of every sales cycle brings with it a surge in the need for internal resources to close business. Channel managers who don't prioritize their requests and focus too much on short-term needs can end up losing credibility within their own organization. 
 
by Rich Blakeman
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I just returned from our Global Partner Conference in Atlanta, GA.  This was the first-ever conference that combined partners from all 5 of the brands that make up Miller Heiman Group: Miller Heiman, Impact Learning Systems, AchieveGlobal, Huthwaite and, of course, Channel Enablers. It was a great opportunity to get together with Solution Consultants from around the world who bring the Channel Enablers products and services to our customers.
by Corinne Bartow
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How do you decide which partner to tap when a prospect or customer asks you for a recommendation? Many partner programs specify how those requests are handled by focusing on partner metrics such as customer satisfaction scores and partner business volume. 
by Murray Grimston
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A good friend of mine is involved in a messy divorce, and he is now in a dark place — the end of the settlement negotiation. Unfortunately, the negotiation is taking longer than his most pessimistic expectation, and each day that passes without a settlement costs him more and more. His legal representative is charging him at 6-minute intervals, and the demands from his soon to be ex-spouse keep increasing.