Articles
1. The problem: Not being selective when choosing partners More isn't necessarily better when it comes to channel partners. Vetting and narrowing down your candidates is essential to having a healthy channel ecosystem. Having too many partners often means investing...
Do you have a partner newsletter? Consistently updating your channel partners via valuable email content is an efficient way to educate and engage your partner ecosystem. To create engaging messaging, follow tried-and-true content marketing principles. Newsletters...
When it comes to sales KPIs, specifically in the SaaS sales world, the same performance metrics tend to get the lion share of attention. Sales leaders track revenue, leads, customer lifetime value (CLV), and churn rate. But what are the best KPIs to measure the...
Aligning your channel partners with the rest of your organization is challenging but necessary.Your channel partners are technically an external sales team, but how they collaborate with your departments is critical. Maybe you rely on the channel fully to generate...
Making the best choice for your business.The term "channel sales" has a few different meanings and variations. Some of the most common names for channel partnerships are distributors, resellers, and VARS. This post will compare two of the most common terms: channel...
You've signed a new partner. Congratulations! Now what? Most newly partnered companies look at one another, waiting for leads to come flowing in, deals to be registered, and clients to call. Unfortunately, it rarely works out that way. After signing a new partner,...
Watching someone hit a home run is a spectacular sight. Onlookers hold their breath as the pitcher signals, winds up and hurls the baseball towards its target. This tension evaporates with a shattering crack as the batter connects and sends the ball soaring into the...
Up until recently, selling via video has been a nice-to-have. With more companies going remote, video selling has gone from experimental to seen as the next best thing to meeting in person. With fewer opportunities for face to face meetings and in-person networking...
Is a channel sales model the best option for your business? The answer isn’t always cut and dry. If you’re undecided, take a look at these six common reasons for using channel partners: 1. Scale your sales team Channel partnerships enable you to scale your...