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Channel Matters Blog > November 2012
by Braham Shnider
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Why is that much of the real selling to Partners, whether it's transitioning to the cloud or expanding the product portfolio, is done by the Vendor management team? Shouldn't this be the role of the PAM/CAM?

by Philip Moon
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In a 15 minute video blog Channel Enablers VP Products and I.P summarizes findings from research conducted by Channel Enablers and the Miller Heiman Research Institute into the challenges and opportunities vendors will face in their indirect channels in 2013.

by Philip Moon
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by Gene Blackley
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Your channel partners have a unique view of your business and your markets - they have insight into your customers, your competitors and your own organization's workings. They see and know things about your organization and your market that you don't.

So how well are you tapping THEIR knowledge to improve YOUR business?

In this 13 minute video Senior Consultant Gene Blackley describes how properly constructed and run Partner Advisory Boards can provide valuable feedback and market insight.

by Rich Blakeman
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Discussion about reducing variation and increasing the predictability of results among senior leaders usually revolves around a common topic: making effective change, and making that change stick. What makes senior leaders successful, or unsuccessful, in making the changes they need?

by CCI Channel Management Solutions
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Dale Taormino, Senior Director of Marketing and Strategic Alliances with CCI talks with organizations daily about their promotional allowance programs (MDF, JMF, co-op, etc). In the past several years she's certainly seen a decline in the number of co-op programs in favor of MDF programs; co-op seems to be going out of fashion. Are we seeing the end of co-op? Is this trend a good thing?
by Geoff Wright
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India is a powerhouse of economic growth that is growing in importance for all vendors and manufacturers. Covering this growth-market opportunity is receiving increased focus in global channel programs, plans and channel enablement investment. But India has its own unique culture and environment that proves challenging for many Western vendors, so a strong partner with proven local understanding is important.
by Alicia Fiorletta
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The convergence of CRM,PRM, and marketing automation presents new opportunity for channel sales and marketing alignment. B2B organizations are furthering sales and marketing success by aligning their CRM databases with marketing automation to ensure more effective lead nurturing and optimal sales results.
by Geoff Wright
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Have you purchased a product or service online recently? In the past would you have purchased this from your local retailer? Buyer behavior is shifting as business becomes more global and new routes to market more accessible.