As an acronym, PRM stands for “Partner Relationship Management”—a rather nebulous term that is both a noun and an engagement philosophy. Its counterpart “CRM” or “Customer Relationship Management” would be nearly as nebulous, but thanks to Salesforce.com, everyone now knows what it is….or do they? Like it’s CRM twin, in its basic form PRM is Read More
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The trees are changing color here in Seattle and that means….you thought I was going to say Fall is in the air right? Well, yes, but it also means that we are all thinking about 2012 and not just those Doomsday predictions. It’s time to plan budgets and strategies for the Channel.
We talk a lot Read More
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The questions that are among the most consistently asked of the channel professionals at hawkeye are often tied to MDF and co-op fund utilization. From a foundational level of understanding metrics to a more complex level of application analysis, there is much room for error and confusion. However, we have identified two mutually exclusive categories Read More
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Next week (July 27th) is the capstone broadcast for hawkeye’s webinar series on the Data-Driven Organization. As the organizer for our webinars, I thought it would be fun to try something new this time so we’re taking questions during registration and the entire webinar is being built around submitted questions and registrants’ areas of interest. Read More
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Next month I will be heading to San Diego, CA for Baptie & Company’s 14th annual Channel Focus North America conference—May 3-4. This event brings together industry leaders to talk about the latest channel marketing trends in order to grow business.
Make It Smart
As the technology industry has evolved, so have our practices. You may have Read More
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For many technology vendors (B2B or B2C), the channel is their primary vehicle for increasing revenue and expanding market share. As the equation goes, partner success = vendor success.
Unfortunately, vendors often lose sight of the day-to-day operations of their partners – a disconnect that can limit opportunities. In order to cultivate a successful business relationship, Read More
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Channel Champion is your source for best practice and industry expertise on all things channel marketing, Sign up for weekly updates and get the knowledge to become a channel champion! Read more 
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