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Traditionally, the notion of the channel was a resale partnership focused on the point of transaction. However, to address their customers’ growing need for holistic solutions, organizations are now developing ecosystems comprised of collaborative partners who work together to deliver a unified solution.
Why does global channelmanagement matter? They only happen if you continue to put in the work to help your partners succeed. So in this article, we’ll explain what global channelmanagement means and share strategies for optimizing it over time from channel experts Tony Luzza and Tricia Rilling.
Table of contents: Recruiting the wrong channelpartners. How to avoid recruiting the wrong partners. Tip #1: Have a well-defined channel strategy. Tip #2: Define the ideal partner profile. Can partners be too small or too big? Tip #3: Keep a scorecard for channelpartners. Conclusion.
“To partner or not to partner, if this is the question you are trying to find answers for, you have come to the right place. Now, let’s cover each aspect in detail: What is the purpose of the partner program? Now, let’s cover each aspect in detail: What is the purpose of the partner program?
Every channel leader faces the same core problem — how do I use limited resources, programs, and people to best influence partners and meet my business objectives? A robust partner scoring method helps you understand partner strengths and weaknesses and increase return on each one. Best select who to manage.
Every channel leader faces the same core problem — how do I use limited resources, programs, and people to best influence partners and meet my business objectives? A robust partner scoring method helps you understand partner strengths and weaknesses and increase return on each one. Best select who to manage.
Effective channelmanagement is all about driving customer wins, managingchannel sales, and building market coverage. As a channel leader, it is your role to ensure you plan effectively to have the right number of partners in the right places to drive the right results. The goal of capacity planning.
You need to re-examine the effectiveness of your channelmanagement efforts. If you are a channel chief your primary role is to generate channel sales. Learn the five key attributes of a great channel revenue acceleration engine. At The Spur Group, we help our clients determine their Channel Health Index.
Best practices for selecting a channelmanagement platform. When is a solution necessary for channelmanagement? Which organizations should adopt a channelmanagement tool? Top challenges alleviated by a stellar channelmanagement platform. Event management. Consideration #3: X factor.
Build your partner planning framework. Partner planning aims to have the right quantity of products in the right places at the right times to satisfy customer demand in an efficient, cost-effective manner. A channel leader must review their partner plan to ensure the strategy aligns with the company’s desired business outcomes.
Build your partner planning framework. Partner planning aims to have the right quantity of products in the right places at the right times to satisfy customer demand in an efficient, cost-effective manner. A channel leader must review their partner plan to ensure the strategy aligns with the company’s desired business outcomes.
At some point in every partner leader’s career, they’re tasked with purchasing and implementing “the best partner portal” for their organization. After all, your partner portal sits at the heart of your program — it’s where partners learn about your product, get certified to sell it, work leads, and send deals your way.
Channelpartners play a crucial role in a company's success by extending its reach, driving sales, and providing customer support. To fuel this growth and enhance relationships with channelpartners, organizations increasingly recognize the importance of partner experience (PX).
Our fifth Channel Chats episode features Raegan Wilson and Kate Caday , leaders of channelmanagement and sales transformation at Spur Reply. Raegan owns the firm’s platform alliance relationships and leads the channel automation and optimization strategy. RAEGAN : Thank you for joining us for a Channel Chat on PX.
With over $300 billion in untapped cloud commitments across vendors, we believe cloud marketplaces are the path to reaching cloud-ready buyers and unlocking committed but unutilized IT budget. You should also aim to optimize how you work with partners to ensure cloud marketplace readiness can unlock business results.
They research features and capabilities between competitors. Most companies sit on a wealth of information about their customers, partners, and themselves. Seeking an understanding of their customers, partners, and place in the market should be the first step for every go-to-market leader. Gain actionable insights.
Why does global channelmanagement matter? They only happen if you continue to put in the work to help your partners succeed. So in this article, we’ll explain what global channelmanagement means and share strategies for optimizing it over time from channel experts Tony Luzza , Trish Rilling , and Todd DeBell.
Mindmatrix, the leader in Ecosystem Orchestration Solutions (EOS) , like next-gen Partner Relationship Management (PRM) , partner marketing automation , channel enablement tools and alliancemanagement software , is redefining the future of ecosystem orchestration with its AI-powered solution, BridgeAI.
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