A SPIFF is a time-sensitive incentive program geared toward channel partners to boost sales activities, simultaneously strengthening relationships between manufacturers and resellers. The main reasons for creating SPIFF programs are to improve performance, push a specific set of products, and engage salespeople.
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….
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 are necessary steps. With plenty of suites of next-generation tools out there promising to gather and parse
Over the last 20 years that I have worked in the software world, I have experienced a lot of success and a lot of hard lessons selling products with and through partners. I remember once sitting in an airport, waiting to board my 7th flight …
Channel Sales—also referred to as indirect sales—utilizes partners to promote products and handle customer relationships on behalf of another entity. Many B2B technology companies large and small find great success using this methodology, including Microsoft, Hubspot, and SalesForce.
There are a variety of responsibilities that go into channel management. These tasks include PRM set-up, one-on-one communication with priority partners, onboarding, MDF approvals, and data analysis. While this may seem like a lot, we’ll highlight some….
Hiring the right person for a job is no easy feat in any industry. When it comes to tech talent, in particular, strategic hiring is crucial. Historically considered a siloed activity, technology is now considered a vital business function, and strategic hiring..
Starting a new channel program can be a daunting task. The great news is: you don’t have to do it alone. We teamed up with Jim Frey, VP of Channel Sales at Kentik, to understand the steps he took to take the Kentik partner program from a one man…
Written by Daniel Graff-Radford, CEO of Allbound, the partner preferred PRM (partner relationship management) company. According to the World Trade Association, over 75% of the world’s goods and services are sold through indirect channels. So, how do you ..