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Channel Matters Blog > September 2014
by Rich Blakeman
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The number of qualified opportunities in the funnel has a direct bearing on sales results. But what is the best way for an organization to drive opportunity generation through a channel?  The 2014 Channel Enablers Channel Competency Study demonstrates the link between metric development, action plans and qualified opportunities and provides channel managers the direction they need when partners clamor for “more leads.”
by Jan de Leon
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This is the time of year when channel leaders and channel managers start planning for next year. One critical element of planning is to assess partner performance and potential to determine where you should apply your always-limited resources.
by Sam Reese
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In my many conversations with fellow sales leaders all over the world, I like to ask them a simple question: What is your plan for winning?
by Sam Reese
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I don't watch a lot of TV but once in a while, I happen upon a late night show and stay to watch. Jimmy Kimmel Live!'s Mean Tweets segment was on. It was fun to watch how celebrities react to not-so-flattering comments from non-fans. 
by Rich Blakeman
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Earlier this month, we wrote a post on the importance of establishing mutual accountability to drive channel performance. This post focused on one of the Best Bets from our 2014 Channel Enablers Channel Competency StudyPartners who embraced metric development and SMART 90-day action plans improved the number of qualified opportunities by 100 percent.