Big Changes in ChannelTech

Big Changes in ChannelTech Today’s channel programs require some form of ChannelTech to get off the ground– whether Partner Relationship Management (PRM), Partner Marketing Enablement, Channel Data Management, or other solution you might need. Partners are expecting more from the vendors they work with than ever before. This has made partner portals a necessity for…

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CHANNEL A Foreign Language…

Do you ever feel like you are speaking a different language when you are trying to communicate something? For me that glazed over, deer in the headlights look is a dead give away that what I am saying is not registering with someone. This is so much harder to determine when speaking with someone on…

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Partner Loyalty: Who is loyal and how to know

Loyal partners lead with your products and solutions, and can successfully win over the competition. Today’s partner landscape is ever changing as more and more companies recognize the opportunity an indirect channel offers. The new reality is that today’s channel partners are free agents representing more solutions than ever before. With the competition for your…

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MDF: What gets measured, gets done…

Many channel programs offer marketing development funds (MDF) but not all of these programs are created equal. Some channel leaders are getting more bang for their MDF bucks by knowing just how those MDF dollars are performing. Here are the 4 critical components needed to determine which MDF activities pack a financial punch and which…

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Partner Engagement: The foundation of successful collaboration

It is often said that nothing happens until someone sales something. When it comes to indirect sales and channel partners it could also be said that nothing happens until partners engage. Partner engagement is the foundation of the channel sales success. After all, how can you ever accomplish those lofty channel sales goals without partners…

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Vendors, Vendors…Everywhere

As a channel leader you are constantly bombarded with marketing from vendors touting solutions that will help your channel. There are now more vendors than ever on the channel scene offering everything from portals to incentives, MDF management, deal registration, content syndication, co-marketing and much more. With these new options it can seem daunting to remember…

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Who are the PRM Players?

Now that we understand what PRM lets talk about who the PRM players are. There are several folks in the PRM arena and each of them have their approach to PRM. The key players include: Allbound, Impartner, Channeltivity, LogicBay, Zinfi, and ChannelBridge. Each of these vendors have customers that can back up their offering. At…

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Do We Need PRM?

I wish there was a simple formula that was available to help companies determine when they need a PRM offering. I have been asked this question hundreds of time over the last several years and I more often than not the answer is yes. At the end of the day the question that mattered most…

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What is PRM?

In my previous life I was asked about the acronym PRM on a weekly basis. Unlike it’s better known cousin CRM (Customer Relationship Management), PRM or Partner Relationship Management is only now starting to find its place in the marketplace. PRM typically refers to technology systems that manage indirect “channels” or “markets”. These indirect channels…

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