Why Doesn’t Anyone Care About ROI in the Channel?

By Greg Reffner | July 25, 2018

I was speaking with a Chief Revenue Officer of a mid-market, mar-tech, SaaS company who was earning about $15 million in Annual Recurring Revenue (ARR) and surprisingly enough, despite having...

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Defining Sales Productivity for Partners So You Can Improve It

By Greg Reffner | July 18, 2017

Time is a valuable, but finite, resource. It’s also the easiest resource to waste. And many sales professionals may think that time is something that they never seem to have...

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Direct vs. Indirect: 4 Factors for Determining the Right Revenue Ratio

By Scott Salkin | February 21, 2017

With all the news and data proliferating online about just how much channel partners can help a business grow and thrive in the subscription economy, it’s only natural to start...

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The Beginner’s Guide to Structuring Your Channel Sales and Success Teams

By Scott Salkin | December 22, 2016

One of the most obvious reasons businesses start building a channel program – whether with traditional VARs, referral partners, affiliates, and technology partners – is to extend their sales and...

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Sales Productivity Metrics: How Much Time Do Your Channel Reps Spend Selling?

By Lucas Gerler | August 2, 2016

“Those who make the worst use of their time are the first to complain of its brevity.” ― Jean de La Bruyèr, Les Caractères Time… (I think this sentence is...

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The Critical Role That Sales Productivity Tools Play in the Success of Your Partner Program

By Jen Spencer | July 28, 2016

It goes without saying that sales productivity is an important aspect of channel partner programs. Sales productivity tools can help measure how effectively your partners are generating revenue, and help...

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