Articles
You can’t have a great channel program without recruiting great partners. But all too often, recruitment is done haphazardly. You should have an organized, proactive, and consistent plan in place. With the right recruitment strategies, you can effectively communicate...
You have the email addresses of current and prospective partners, so now it’s time to put them to good use with a targeted newsletter. When done correctly, a channel partner newsletter can inspire program enrollment and partner engagement. When done haphazardly, it...
When channel-centric companies talk about key performance indicators (KPIs), they tend to think of revenue. While measuring revenue is non-negotiable, it doesn’t paint you the whole picture of your business health. Selling through channel partners isn’t as...
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...
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...