B Plans
JULY 29, 2015
Whether you’re looking to start a business or want to expand an existing one, finding the cash to do so can be tough. While the most traditional option is to go to the bank for a loan, there are many other choices that you may not know about. To help you secure the capital you need for your business, we’ve compiled a list of the funding resources that every entrepreneur should look into.
ZinFi
DECEMBER 25, 2015
Managing a direct sales force is tough, let alone managing an indirect (channel) sales force. The concept of a channel has existed since the existence of fire when one person bartered with another. While technology has evolved rapidly over the past few thousand years, for many companies the state of their channel maturity still resembles how the channel was managed in the Stone Age.
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Wharton
MAY 3, 2015
For almost two decades, Wharton’s Executive Negotiation Workshop: Bargaining for Advantage® has been popular with oil and pharma industry executives, bankers, and Navy SEALs (to name a few well-represented groups). Its unique multi-pronged approach, in which win-win is just one of many possible aims, and its expert faculty have made … Read More.
Impartner
MARCH 11, 2015
FOR IMMEDIATE RELEASE. SALT LAKE CITY, UTAH — MARCH 11, 2015 — TreeHouse Interactive™ ( www.treehousei.com ), the technology leader in SaaS-based partner relationship management (PRM) , announced today that Kennet Partners and co-investor Joe Wang have acquired majority ownership of the software company. Wang, who has already made his mark in the Utah high-tech community as president and CEO of local software powerhouse LANDesk Software, will lead the fast-growing PRM market leader as the new
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
ZinFi
DECEMBER 23, 2015
A few days ago I read a post on LinkedIn by Tim Williams (a LinkedIn Influencer) entitled Your Costs Are None of Your Client’s Business . Williams discusses why an agency should focus on output (e.g., marketing ROI ) vs. input (hours spent, etc.). We fully agree with Tim and would like to add that the discussion related to marketing ROI needs to shift towards what the client is truly looking for vs. explaining why the client is asking for a vendor cost detail.
Partnership Management Hub brings together the best content for partnership management and strategic alliance professionals from the widest variety of industry thought leaders.
ZinFi
DECEMBER 15, 2015
Deal registration is an incredibly important mechanism to not only eliminate channel conflicts but also reward channel partners to do the right things in the right way. Organizations selling through a channel can broaden their reach and increase their sales when they have the right channel programs in place, and deal registration can play a major role in that effort.
ZinFi
DECEMBER 7, 2015
Consumer and business buyers all go online to do their research before committing to a purchase, reading peer reviews and comparing products as a normal part of their decision making process. The entire sales cycle has turned upside down: now its a buying cycle. This dependence on online research has made web content syndication critical for content marketers.
ZinFi
DECEMBER 7, 2015
Before we delve into the reasons why you should consider insourcing your event marketing management activities, lets take a moment to define clearly where this logic could apply and where it wouldnt work. In our experience, companies tend to outsource events because they have been working with a provider for a long time and think thats the easiest way.
ZinFi
DECEMBER 2, 2015
A significant portion of both B2B and B2C sales are made through a network of partners and resellers. Even today, however, most companies have antiquated channel management tools that do not live up to the full promise of their partner network. Only a very few organizations adequately invest in upgrading their channel management infrastructure, due to certain channel management misconceptions.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
ZinFi
DECEMBER 2, 2015
Organizations selling via networks of channel partners (resellers, VARs, distributors, wholesales, agents, or other third party arrangement need to have a systematic approach towards partner relationship management (PRM) if they are to achieve long term success. This starts with the three primary stages of partner recruitment , partner enablement and partner management, all of which require a set of internal processes, structure and tools.
ZinFi
OCTOBER 16, 2015
Every organization selling through a network of partners; be they resellers, system integrators, agents or franchise holders, struggles with partner engagement. And, one of the main areas of challenge for them is to make a partner log into the partner portal for content consumption and program awareness. There are multiple reasons why partners dont use a vendors partner portal (please see our earlier article on How to Make Your Partner Portal More Partner-Friendly ); however, there are simple te
ZinFi
OCTOBER 16, 2015
Lead management is one of the top marketing keywords that is searched on Google every day, which is a clear indication of the huge and growing amount of interest in the topic. Are we clear on what lead management means? Basically, lead management is an organized way of generating, distributing and managing contacts with potential prospects, and engaging with those prospects to identify or generate an opportunity for a sales team to pursue.
ZinFi
OCTOBER 8, 2015
Many vendor organizations today are considering the implementation of end-to-end partner marketing automation tools. Whats more, many have already put in place a set of point-tools that are trying to make them all work together. The key for both of these scenarios is to make sure that partner marketing automation doesnt take a life on its own and serve as a means to an end.
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The tech world is crowded. And that means the stakes for channel management have never been higher. How do you cut through the noise? Are SPIFFs, business plans, and marketing development funds really worth it? Get real-world, boots-on-the-ground insight into what it takes to build a partner relationship management motion that attracts, trains, retains, and motivates the right partners.
ZinFi
SEPTEMBER 30, 2015
Vendor organizations that sell through a network of channel partners (resellers, VARS, affiliates and agents) know that most of their partners do not have dedicated marketing resources to keep their respective websites updated with fresh content from their vendors. This is where content syndication can play a significant role, allowing vendors and their channel partners to significantly enhance brand presence, control and engagement with end prospects.
ZinFi
SEPTEMBER 30, 2015
At ZINFI , we work for major global brands and every day help thousands of their channel partners improve productivity. This is not as straightforward as it might be. One of the main complaints we hear constantly from channel partners is how hard it is to use most vendors partner portals. Yes, a few are great, but most partner portals are complex to understand.
ZinFi
SEPTEMBER 30, 2015
Over the past few years, we have gained some fascinating insights into shifts in channel dynamics using our Unified Channel Partner Management Software and Concierge Services to run a number of partner profiling programs for our technology clients. And as we compare this data with the information weve gleaned from the dozens of worldwide studies that we have done, we have uncovered an amazing set of characteristics that distinguish the partners who tend to sell the most (and most profitably) and
ZinFi
SEPTEMBER 30, 2015
The process of selling has changed, because the process of buying has changed. No longer do we wait for our phone to ring and to be interrupted by a pushy telesales or telemarketing person, or expect to find out about a product through advertising; today we proactively search for what want to buy. This change in the selling process has given social syndication a key role in helping organizations to get the word out through a network of followers rather than randomly hoping to gain results from i
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ChatGPT has dominated boardroom conversations for months now. From drafting a stock trading program, to creating a SQL query to model data, there are practically no limits to the applications of the AI language model assistant. At ManageEngine, we have been working on our own AI-assistant, Zia. Zia is a fully-trained analytics assistant that can perform a range of functions such as creating and adding reports to dashboards, providing conversational support to data analysis, insight discovery, bu
ZinFi
SEPTEMBER 30, 2015
The way we go to market to get our messages out to consumers has dramatically changed during the past five years. Social media syndication , in particular, has become a critical tool in getting messages heard by a large network of channel partners. Why the focus on social media? Because the business of marketing is no longer just a function of advertising and public relationship activities.
ZinFi
SEPTEMBER 29, 2015
As the world gets more and more digitized, and technology touches every aspect of our lives, one evolution that is consistent across all segments of lives is software-driven automation of work steps. Whether its in the connected home or connected workplace, intelligent manufacturing processes, financial management, and business automation are here to stay, and will only increase with time.
ZinFi
SEPTEMBER 23, 2015
Over my three decades experience in channel sales management , I have watched some people rise to the top, while others just don’t know why they are not getting promoted. Based on from-the-trenches observations, I have some suggestions about how to break the deadlock if you feel you havent achieved the recognition you deserve. I have identified nine typical behavior patterns that our organization has consistently observed to be drivers of individual growth and promotion by effectively deve
ZinFi
SEPTEMBER 10, 2015
If an Information Technology (IT) solution provider doesnt manage a few keytechnology trends effectively (please read ourprevious article “ 3 Macro Trends That Could Put Your IT Channel Partners Out of Business “), the significant opportunities they create may be dwarfed by the seven major risks associated with these changes, and could result in the partners going out of business.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
ZinFi
SEPTEMBER 5, 2015
Whether you are selling through the channel to end businesses or consumers, chances are you may be grappling with one or more of the following challenges: too much churn in your partner base, lack of partner marketing and sales competencies; poor marketing ROI from co-marketing activities; loss of sales velocity due to increasing channel management costs.
ZinFi
AUGUST 31, 2015
The Information Technology Channel Partners has gone through three profound changes over the four decades or so of its existence. The first was the channels transition from being largely white box resellers to a more organized computer retail model. During this first phase, anyone with some cash and a lot of enthusiasm could build a personal computer.
ZinFi
AUGUST 17, 2015
What you measure is what you get is a great business mantra. And when it comes to sales, it becomes much more than that: its a practice that drives the future sustainability and growth of a company. To make an impact, metrics need to be applied across multiple business areas by deploying channel marketing automation , of course. For example, if you are managing sales operations through a channel partner network, you need to look beyond simple sales out.
ZinFi
AUGUST 5, 2015
Its hard to get a true picture of how your channel partners feels about you as a vendor just by sending out a survey. As we discussed in a previous post , most requests for feedback yield responses from only the top-performing channel partners. But the ones you really need to know most about are those who are selling little or nothing at all of what you have to offer.
Speaker: Erika Bzdel - Vice President of Sales and Craig Simons - Director of Marketing
Virtual sales success requires new ways of thinking. Sales managers, trainers, sales enablement managers, and sales reps across all industries must adjust to this digital transformation. That doesn’t mean, however, that you can transfer the old ways of doing business to the new blended selling environment. You need to implement essential virtual selling processes or you will get left behind.
ZinFi
AUGUST 4, 2015
Whether you are at an early stage of building your channel partner network or already have a mature network, the one question that you should never stop asking is – do I really matter to my channel partner? This is probably the most important question for a channel organization seeking to be and remain truly relevant to their partners. It is certainly implied (so we won’t discuss here further) that you have a competitive product or solution for your partner base to resell and make ma
ZinFi
JULY 21, 2015
When you are starting up a high growth business or launching a product line, it is always tempting to try to boost sales by building a large channel partner network, on the premise that the bigger the channel, the more zillions of your products and services they can sell. In our experience, however, many businesses attempting this model struggle to provide a sufficiently strong business proposition for multiple channel partners to carry their products and services.
ZinFi
JULY 21, 2015
When new opportunities beckon, many companies are tempted to jump in too early, and try to boost new product sales by building a massive channel partner network rather than examining whether the channel is equipped to deliver on expectations. Very often, in fact, a more discriminating approach yields better results. In a previous post , we discussed the necessity for channel-driven companies to balance their hopes for new products with an understanding of the economic and margin goals, the growt
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