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...
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 inspire channel-vendor loyalty, very little to boost vendors’ products...
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 element that’s the farthest removed from your desk can start to feel like a distant...
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 at even the most dedicated partner to skip past your emails informing them that your...
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 if they meet your criteria for partnership. That means...