How to Build a Business Case Your Executives Will Read It's 2:30 p.m. on a Thursday afternoon, and you're sweating the important business case you're putting together for the new PRM tool. Your manager wants the report on his desk by Friday afternoon. You know the new...
How to Avoid the 7 Biggest PRM Fails Whether your company is launching a new partner relationship management (PRM) solution or you’re considering upgrading your current system, it’s important to know what pitfalls to watch out for to ensure a successful...
No matter what industry you’re in, chances are you rely on indirect sales channels and partner programs in order to rapidly scale revenue. Although managing these partners and programs was once an expensive, time-consuming headache, partner relationship management...
If you’re running a channel sales operation, you know that finding the right partners is crucial. Currently, 60 percent of channel partners report needing better systems and processes to ensure quality, which means you need to have a solid recruitment plan in place....
Choosing the right partner management software for your company—or any software tool, for that matter—isn't easy. While industry research giants like Forrester and Gartner have long held sway over executive decisions, all too often a gap exists between what the CMO...
Your sales and marketing teams use various tools and technologies. It’s a no-brainer. This combination of software products and technologies is called your stack. Ideally, the tools your team uses enables your entire organization, including your partner channel, to be...
There was a time not so long ago when just having enough partners on your roster was enough to chalk up a channel program as a success, place it to the side, and let it manage itself while you directed your focus on other things. But that’s not how it works anymore....
It seems like cloud-deployed software-as-a-service (SaaS) solutions have become standard tools of the trade in almost every area of enterprise computing. The message seems obvious—if you can create the next big thing, SaaS is a potential gold mine. So you’ve assessed...
Imagine the following three scenarios in which businesses succeed in opening new doors through indirect sales relationships. A garden supply company expands its reach from primarily rural retail outlets to urban rooftop gardening professionals. A long-time computer...