Cross pollination: what you missed at IQPC's Channel Management Summit

Posted by Chad Hoke

Oct 31, 2014 11:48:56 AM

At the 7th annual IQPC Channel Management Summit, the most interesting aspect to me was the cross-pollination of channel ideas and best-practices from different industries. I’m a high tech guy and didn’t realize that industries as diverse as health care, insurance, retail and consumer packaged goods are also facing critical inflection points. What we all have in common is the need to quickly adapt and reinvent our channels faster and more effectively than our competitors.

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Topics: Channel Strategy, Author

Incentives in the Cloud???

Posted by Claudio Ayub

Oct 16, 2014 2:21:00 PM

The Cloud definitively requires a new method of incenting partners and their teams.

In these times of business model transformation to the cloud, incentive and loyalty marketers must redesign their incentive programs to support more than deals won and quarterly revenue goals. When designing and structuring incentive and loyalty programs for a recurring revenue model, channel marketers need to realize that incenting closed deals only, will not help attain the desired performance improvement. 

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Topics: rewards, loyalty, Author

Only well-targeted channel incentives will beat your competition

Posted by Mark Salter

Oct 9, 2014 2:11:46 PM

There's not much new about the high-tech industry. 

The latest innovation that we are all shouting about appears be a watch.... Really? A watch?

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Topics: Incentives, Channel Strategy, Author

A SPIF program? It's time to up your game

Posted by Claudio Ayub

Oct 2, 2014 2:00:00 PM

SPIF programs have been the traditional means of incenting reseller sales representatives to sell your products and services. These programs are considered effective for many manufacturers or suppliers because they focus the incentive investment where the rubber meets the road — with the sales reps who is intimate with the customer. Usually, they are easy to deploy because the infrastructure requirements facilitate the claiming process. Each claim typically results in a cash payment that rewards the sales rep for an individual sales opportunity. Running a successful SPIF program requires a lot of the effort to be focused on generating awareness of the program, and securing participation from the reseller sales representatives.

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Topics: rewards, Incentives, Author

Move from GTM program management to optimization

Posted by William Gilsing

Sep 25, 2014 2:27:15 PM

Companies across different industries – Technology, Consumer Products, Life Sciences, Automotive, etc. – are experiencing pain points in today’s rapidly evolving markets. During the recent Vistex VISTAS conference, I shared some of the challenges our clients face and revealed how Vistex helps them tackle their Go-to-Market (GTM) challenges. In this context Go-to-Market is defined as contracts, pricing, and incentive programs, such as rebates, promotions and Co-op/MDF that motivate distribution partners to sell a vendor’s products.

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Topics: analytics, Channel Strategy, Author, Analytics and ROI

What we tell clients – improving promotional allowance programs

Posted by Harte Onewein

Sep 18, 2014 1:10:00 PM

Promotional allowance programs (MDF, Co-op) can be one of the most effective tools in a channel marketer’s toolkit. However, they often also represent the largest expense in their channel marketing budget. This combination makes them a true high risk/high reward proposition requiring the right strategies to deliver successful programs.

Our clients often ask us how they can get the most out of their promotional allowance programs and we have some ideas for them. I’m going to share a few of the strategies we often recommend to improve performance.

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Topics: partner enablement, MDF/Co-op program, Author

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.

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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?”

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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.

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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

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Topics: Channel Programs, Channel Strategy, Author

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