When discussing building a partner program, much of the focus is on the recruitment process. However, all the effort it takes to attract and vet partners is nullified if they tend not to stick around for long. On the other hand, a loyal partner can become a valuable...

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 partner program’s health.  Selling through channel partners isn’t as...

A channel program is a big investment with the potential for a big payoff. But in order to see those returns, a channel manager can’t take a hands-off approach. Keeping an eye on the metrics to measure how their channel partners perform and taking subsequent actions...

A partner portal – whether it’s a PRM or a homegrown system – can be an amazingly effective way to empower your team with the tools and resources it needs. But like any system, it needs regular monitoring and maintenance to make sure everyone’s reaping maximum benefit...

Incentive programs are critical to any successful channel sales model. By inspiring or rewarding certain behaviors in your partners, incentives can help steer the course for any successful business relationship. As part of your partner relationship management (PRM),...

For most organizations, implementing a PRM solution is about opening communication channels with partners, creating more self-service training for quicker and easier onboarding, and delivering the right assets at the right time to ensure sales success.   However,...