Partner Manager Resource Center

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by Andy Grant
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Perhaps, like me, you expect excellent customer service and excellent subsequent follow up service which includes ongoing communication. Service excellence and quality communication can really help to galvanise a solid transactional relationship, and even prompt me to provide some customer service endorsements. On the flip side, poor and lacklustre customer service can create a whole new world of customer frustration and the need to warn others against the firms in question. How well are your partners staying in touch with end-user customers? Do they have the knowledge and resources they need to drive more business from their installed base?

by Lynn Shively
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As a channel manager, you are expected to help your channel partner come up with more places and more ways to sell your company’s products and services.  It seems like a simple task, but there are a lot of components involved in making it happen.  The key is to find places where you and they jointly want to invest to grow and achieve businesses strategic goals.

by Philip Moon
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For most leading vendors, the issue is not direct sales or channel sales, it is successfully deploying and managing multiple routes to market that include these routes and more. This video features Miller Heiman CEO Sam Reese and Channel Enablers President Braham Shnider in a discussion hosted by Rich Blakeman, Channel Enablers’ Senior Vice President for North America. Sam and Braham discuss the challenges and merits of approaching different markets using a multi-channel approach and the benefits of harmonizing direct and indirect channels to go to market more effectively.

by Global Administrator
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Miller Heiman is continuously focused on, and committed to, helping sales leaders achieve success in the ever changing and challenging sales environment. We invite you to join us at our 2012 EMEA Sales Performance Summit, as we share best practices and delve into the latest developments and research findings that help drive increased sales performance.

by William Vanderbilt
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About a decade ago (even earlier for some), the technology channel went through a transformation. Channel partners that had been resellers transitioned to new business models that put them in the services business. It was a transformation of necessity. Margins available to pure resellers had eroded to such a point that there just wasn't enough margin and cash flow for a reseller to survive without some fundamental change to its business. Are we in a similar period of evolution and change today?