Should Channel Partners Be Responsible for Your Customers’ Success?

By Elliot Hullverson | May 4, 2017

In the past, channel partners often focused on transactional activity. In fact, up to 85–90 percent of channel relationships were transactional a decade ago. These relationships did very little to...

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5 KPIs That All Channel Managers Should Track

By Elliot Hullverson | April 13, 2017

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...

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Customer Service in the Channel: Do’s and Don’ts

By Elliot Hullverson | March 7, 2017

Whether you’ve just launched your channel partner program or you’ve had one in place for a while, there’s so much to do—so many different facets and relationships to manage—that the...

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Key Elements of a Successful Channel Partner Training Program

By Elliot Hullverson | January 19, 2017

In today’s lightning-fast business world, both channel sales staff and channel marketers have plenty on their plates. So it can be all too easy for the sales and marketing staff...

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Do This Before Selecting Your First Channel Partner

By Elliot Hullverson | November 10, 2016

When searching for your first channel partner, it’s important to make well-informed decisions. It comes down to two crucial components: gaining knowledge, and evaluating the potential channel partner to determine...

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