Tag Archives: Channel Sales
The Road to Repeatability in the Channel
- 4th February 2013
Each year, channel sales and marketing leaders are assigned a revenue goal. The goal may require that they increase last year’s channel revenue by 20 percent or even 30 percent, leaving them to wonder where that growth will come from? Obviously, it will come from partners, but which partners? The ones they already have, or will they need to recruit new partners to reach their goal? For many suppliers, the right answer is not to add more partners into their program just to drive short-term sales; instead, they’re learning that revenue goals must be reached through continuous, repeatable performance, not by just counting on one deal per partner. They are redoubling their efforts to enable partners as one way of getting them to upsell to existing customers and close net new customers.
Continue Reading....Mileposts on the Fast Track to Channel Demand Creation
- 3rd July 2012
There are six stages that act as mile markers on the road to fast-tracking demand in the channel. However, realize that this is a continuous process; each stage must precede the next in order to effectively engage partners in marketing activities they can use to drive pipeline revenue.
Continue Reading....For Channel Success, Focus on Total Partner Experience
- 29th May 2012
“Before you put yourself in someone else’s shoes, you first have to take off your own.” In other words, before trying to examine a situation from someone else’s perspective, an observer must try to abandon all biases and preconceptions. A case in point in the b-to-b world is the concept of total partner experience (TPE), used by leading organizations to review their channel programs from a partner’s perspective.
Continue Reading....B2B Channel Strategy: Getting a Seat at the Product Marketing Table
- 3rd August 2011
As B2B organizations rush new products to market, failing to carefully plan a channel strategy is a common mistake. Often the biggest challenge with a new offering is forging a ...
Continue Reading....Always a Bridesmaid, Never a Bride: B2B Channel Engagement
- 20th April 2011
If someone is always a bridesmaid, never a bride, they never quite get the commitment they’re striving for. Our research reveals that most partner reps manage one or two key ...
Continue Reading....Your Partner Program Is Served
- 18th January 2011
Imagine you are dining in a fine restaurant and, after taking your order, the waiter returns with a box of ingredients and says, “OK, here’s everything you need to prepare ...
Continue Reading....A B2B Channel Mid-Market Reality: One Size Doesn’t Fit All
- 17th September 2010
Lately, our clients have shared which approaches are working and which aren’t when marketing to mid-market prospects through channel partners. While some B2B organizations struggle penetrating these markets, others have ...
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