Trends and Research
Evaluate your competitive position directly from the front lines.
The Channel Affinity Index provides a leading indicator of sales and partner engagement over time. You get a true picture of how well your products are selling in the channel, and why. The data shows which companies are included in Solution Provider proposals as strategic vendors, those vendors being specified for maintenance purposes, and which vendors are being sold as tactical solutions.
Leveraging Compensation to Drive Behaviors
Introduction
This whitepaper aims to:
• explore best practices for channel sales compensation and partner compensation strategies
• analyze how to use compensation elements to drive desired behavior in your channel
• driving incremental sales through existing partners
• growing specific areas of your business
• clearing out well-entrenched competitors
• show how to drive partner loyalty, engagement and revenue
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IPED: P3 Methodology
Differentiating Your Channel Value Proposition From a Precise Combination of Products,
Processes, and People
If you are looking to grow your channel revenue, then you probably agree that it has become extremely difficult to differentiate yourself from the competition. Especially when your competition, like you, communicates to partners or solution providers (VARs, integrators, consultants, etc.) that their products provide the most advanced technology, the highest reliability and the overall best quality and value in the marketplace.
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Engage Your Partners in the Total Business Opportunity
Competition for recruiting Solution Providers has historically hinged on one of two factors: the technical superiority of your products, or the “channel friendliness” of your partner program.
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Winning with a Focused MDF Strategy
There has been considerable discussion about the critical need for an effective and efficient marketing strategy for Solution Providers and the need to ensure that you are investing sufficient funds…
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Three Keys to Channel Success
Did you ever find yourself sitting at your desk on a Friday afternoon wondering, “My channel program has all the right elements...
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Improve Your Success Rate: Cut Customer Response Time in Half
You know that you have the right stuff: the right products and services, the right solution for the prospect, and the right organization. But they just won’t return your calls!
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New Approaches to Creating Partner Program Tiers
For years technology manufacturers have sought ways to differentiate among their solution provider partners to identify the ones they will invest their limited resources in.
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