The past two years have shown how resilient and agile companies can be when faced with what at times may seem like forced adaptation or change. Truth be told, the digital transformation age as it relates to channel and the technology deployed to manage the channel revenue has been changing for year...

Partners are an extension of your sales team, there is no denying that. The path to an engaged partner is not a one-size fits all approach and should only be influenced by your existing employee engagement and educational strategies. Creating a strategy, buying technology like partner portals, and h...

Consistently providing high-quality training for your channel partners is a wonderful way to spread information across your network of channel partners in a way that has less friction than traditional channel marketing. Partner Training is knowledge sharing; marketing is selling, and your partners k...

Your channel partners in a lot of ways act as a marketing and branding extension of your organization. How they represent themselves, has a direct impact on how the market views your organization. How they position products, sell products, and then service end customers via your products all has a d...

There's no doubt that your partners can be one of your biggest assets. The big question is, how do you keep them engaged over the long haul? It may not be as simple as just launching a channel incentive program. There are many factors to include such as margins, tiers, accelerators, SPIFFS, MDF/Co/...

Getting the results you’re gunning for with your channel starts with incentivizing your partners in order to drive desired behaviors. Because we all work for money—at least on some level—this is most easily accomplished by paying your channel partners early and often. For example, you could pay the...

The main reason organizations don’t get their desired outcomes from channel programs is that they fail to incentivize their partners the right way or fail to make it clear what the reward is in the first place. For example, many programs run spiffs that only reward the sale of a product or service—n...