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6 must do’s when launching a product through the channel (Part 2 of 2)
This is the second in a two-part series about elements of a successful product launch through the channel. Click here to read Part 1, which covered the … [Read More...]
Why it’s all about driving partner performance
Manage your channel management investments to drive specific behaviors. Every channel management investment you make should be for the explicit purpose of driving partner behavior. You should measure the success of each investment based on its ability to drive desired behavior in an economical manner. Relevant behavior can be categorized into four buckets: Focus. Are partners concentrating on the customers and solutions you … [Read More...]
Size does not always equal strength
When thinking about a successful partner channel it certainly seems logical that bigger is better. The more partners you have re-selling, the more revenue you and your company will enjoy. Right? Bigger doesn’t always equal better Well, not necessarily. When it comes to partner channel strategy, bigger isn’t necessarily better. At a certain point, the right kind of partner becomes more important to the success of your channel than the … [Read More...]
Your partner business proposition is key
Manage your partner business proposition to gain competitive advantage. The partner business proposition is the value the channel receives from selling your company’s products and solutions. They provide the competitive filter a solution provider will use when determining which vendor they will sell and support with their customers. Surprisingly, a large number of companies fail to develop a core competency in this area. They focus all their … [Read More...]
Is your channel incentive program a money pit?
For many vendors, channel incentives are perhaps the single largest line item of cost for channel management. The costs are often so large, they require the program to be contra-revenue to be funded. This becomes a double edged sword. It lets you reward your partners, but it also makes understanding the value of your investment hard to measure. This holds true whether the channel incentives are MDF, solutions investment funds or some other … [Read More...]
6 must do’s when launching a product through the channel (Part 1 of 2)
When you sell through and with partners, the success of a product launch is closely tied to your channel. Partner engagement, preparedness, and adoption are key drivers of whether a new product gets traction quickly – and ultimately whether you achieve your business objectives for the product. For the channel to embrace a new product, you have to lay the right groundwork. Below are some critical parts of partner launch efforts: 1. … [Read More...]
The channel management and execution excellence link
Manage your team to drive execution excellence. Strategy defines the right things to do. Doing things well – execution – is what sets companies apart. Most senior managers have an intuitive sense of how effective is their execution. What is often missing is an objective scale against which to reference that intuition. There are four distinct levels of execution excellence: Unstructured. There may be some successes and some losses. The … [Read More...]
6 must do’s when launching a product through the channel (Part 2 of 2)
This is the second in a two-part series about elements of a successful product launch through the channel. Click here to read Part 1, which covered the following success factors: Articulate a compelling … [Read More...]
Do you have a knowledge gap on your channel team?
"Knowledge management will never work until corporations realize it's not about how you capture knowledge but how you create and leverage it." - Etienne Wenger, co-creator of the concept of Communities of … [Read More...]
It is not luck. It is method.
Channel management. It is not luck. It is method. Do you know whether you channel management is working. Understand the five core disciplines of effective channel management. Make you partner effort a … [Read More...]
Featured Success Stories
Go-To-Market Planning
Adding channel management perspective to corporate planning process improves go-to-market success
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