Global Channel Management Blog

Channel partners that are unhappy with the service they receive from their vendors often cite a lack of understanding for their needs or concerns as the number one reason for their dissatisfaction. Partners want to be treated as individuals with unique needs, and they want to be addressed on a personal level by people that help solve their problems.

Many partnerships are unwittingly adversarial, but at what cost?  How do you move a partnership from suspicion and self-interest to high trust and mutual benefit?  Would your Partners characterize their working relationship with you and your team as transparent, unguarded, easy and efficient?

If Forrest Gump was a marketing type he would mutter “Marketing activities are like a pack of dominoes, you never know which one is going to knock the others down!”

Incentives, no matter how you dress them up we all want the same thing - more business!

Partner Programs are one of your key tools to develop an effective channel, they are a significant investment both in terms of finance and resources, so how do you assess their contribution towards your strategic goals?

Partner Programs are one of your key tools to develop an effective channel, they are a significant investment both in terms of finance and resources, so how do you assess their contribution towards your strategic goals?

Partner Programs are one of your key tools to develop an effective channel, they are a significant investment both in terms of finance and resources, so how do you assess their contribution towards your strategic goals?

Partner Programs are one of your key tools to develop an effective channel,  they are a significant investment both in terms of finance and resources, so how do you assess their contribution towards your strategic goals?

The Pareto Principle (80/20 Rule) has an inherent flaw when it comes to the channel. The 80/20 Rule suggests that twenty percent of the Partners are responsible for eighty percent of the sales. When the fire drills of the day begin to sap your time, this rule reminds you where to focus your efforts. If something is not going to get done, make sure it is not part of that twenty percent.

Review Your MDF Spend Using Coverage Maps