Successful Cloud Partners – how they categorize vendors

Posted by Chad Hoke

Sep 11, 2014 3:39:24 PM

Even if you are the 800 pound gorilla in your market (think Microsoft, HP, Google), you need to get into your partners’ heads to maximize the potential of your channel. If you are not an 800 pound Gorilla, the stakes are much higher. You need to know what makes your partners tick? What pays their bills? What keeps them awake at night? Who are their main competitors? What do their customers care about? Only when you truly understand their needs and aspirations can you fine-tune the elements of your partner program to ensure their success.

Read More

Topics: Channel Strategy

The 80/20 Rule – How can you improve the bottom 80%?

Posted by Chad Hoke

Sep 4, 2014 1:03:00 PM

If you’ve spent any time in corporate America you realize that The 80/20 rule can be applied to pretty much anything – candy consumption, crop yields, tenant complaints, software features – the list is endless. It should come as no surprise then that this “Pareto Principle” can also be applied to channels of distribution. 

As a vendor who sells through the channel, it is likely you will discover (if you haven’t already) that roughly 80% of your revenue (or profit) comes from 20% of your partners. You are likely looking to “fix” this imbalance, thinking “how much would my revenue increase if closer to 40% or 50% of my partners produced like my current top 20% do?”

Read More

Topics: Channel Strategy, Author

Eyes on 2015 – Megatrends affecting your business decisions

Posted by Tracy Delphia

Aug 28, 2014 12:57:00 PM

Yup, we still have a third of 2014 yet to go, but now is a good time to begin to update roadmaps and think about strategies for the next calendar year. Gartner has recently published a special hype cycle report (must sign up for free account) in which they compared all their hype cycles from 2012 and 2013 looking for megatrends.

Read More

Topics: analytics, Channel Strategy, Author

Facing your Execution...

Posted by Meg Bingley

Aug 21, 2014 2:06:00 PM

You can have the most perfectly designed channel programs, but if you don’t execute successfully, it will fail … ever wonder why this is? The Business/Strategic effort to design a successful channel program is only as effective as how well it plays out in the Channel, and how well you prepare and execute on that vision. Will your program resonate with your partners, with your Senior Exec Team? How will you know? Let’s take a look at some of the common pitfalls that occur at the execution stage.

The Law of Unintended Consequences

Read More

Topics: Channel Programs, Channel Strategy, Author

Is your channel falling victim to these 4 Go-to-Market challenges?

Posted by Andrea Couzens

Aug 15, 2014 11:49:33 AM

Earlier this week we hosted a webinar called Building a Go-to-Market Strategy to Enable Both Your Cloud and Traditional Partners. Our presenters VP Channel Strategy William Gilsing and VP Client Services Dale Taormino received some really good questions from attendees and decided to share their answers with you in this blog post.

Read More

Topics: Channel Strategy

Are your PAMs biases skewing your partner profiling?

Posted by Andrea Couzens

Aug 7, 2014 11:21:44 AM

Companies are constantly reaching out to us for guidance on how to recruit the right partners for their channel. They have questions about finding their ideal partners, and how to identify what that partner looks like in the first place. With the rise of Cloud and recurring revenue models, the types of partners they need is shifting, which has made it necessary for them to reevaluate what partner capabilities are important to them – and made it even more critical to engage in profiling and recruitment activities. In this post, I’m going to break down one of the truths companies need to follow for successful recruitment.

Avoid Profiling Bias

Read More

Topics: Channel Strategy

6 Steps for a Go-to-Market Strategy that Enables Cloud & Traditional Partners

Posted by William Gilsing

Jul 31, 2014 12:23:27 PM

Many technology partners and vendors find themselves in the implementation stage of a hybrid Cloud model. Tiffany Bova of Gartner, sees the channel evolving as follows:

Read More

Topics: Cloud, Channel Strategy, Go-to-Market

What can you do to build a profitable rewards program?

Posted by Harte Onewein

Jul 24, 2014 10:45:20 AM

Loyalty and rewards programs are adapting to keep up with the shift partners are making to cloud and hybrid selling. As partners modify their business models to provide customers with the solutions they expect, many fail to make the transition, leaving vendors with less viable partners to work with. In this blog post, I’m going to share a couple tips to help you create a profitable rewards program.

Understand your partners’ different business models

Read More

Topics: rewards, loyalty, Author

Changing the Game

Posted by Geoff Smith

Jul 17, 2014 2:01:53 PM

If you have been in a channel sales or marketing role for any length of time, you know that we are in the midst of unprecedented change and opportunity in both B2B and B2C. The “age of the consumer” and their ability to gather info rapidly and control the sales process has forever changed the fundamental engagement model. Some would argue that the traditional line between B2B and B2C is gone altogether. 

No matter your persuasion, I think we can all agree that for any business to remain relevant, one can never rest because the pace of business innovation and communication is approaching light speed. When a simple tweet, viral video, pic or new mobile app can trigger opportunity or crisis overnight, “business as usual” has become a distant memory. Never has it been more important for manufacturers, resellers and partners to distinguish themselves within their market.  

Read More

Topics: channel

Top 3 Questions from Our B2B Incentive & Loyalty Webinar (Part 3)

Posted by Claudio Ayub

Jul 10, 2014 1:12:00 PM

This week I address the third most asked question from our recent global incentives & loyalty webinar:

“How do I design a loyalty rewards program for a Cloud-based sales channel, where the big transactions are replaced by smaller recurring revenue transactions, and transactions after the sale closes, such as additional subscriptions and renewals?”

Read More

Topics: rewards, Incentives, rewards program

Subscribe to Email Updates

Follow Me