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How to Make Your CRM Work Harder to Generate Channel Growth

Over the past 6-9 months I have heard many executives mention that they are using Salesforce.com and other CRM systems, but are not satisfied with the...

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Channel Incentive Programs that Earn Greater Revenue, ROI, & Partner Commitment Levels

With over $70B in channel discounts and incentives forecasted to be spent in 2016, company finance executives are asking about the return that is gene...

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6 Ways to Turn Your Channel Managers into High Powered Partner Growth Consultants

Most companies that sell their products or services through an indirect channel have a team of “Channel Account Managers” to work with their partn...

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Partner Marketing Scorecards for Better MDF ROI

Effective sales-lead generation marketing is hard work, and doing it well is difficult for even seasoned marketers. It is no surprise that channel par...

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9 Key Success Factors for Higher ROI Channel MDF

It is estimated that over $10 billion dollars are spent every year on Market Development Funds (MDF), Cooperative Funds (Coop), or Business Developmen...

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10 Minute Partner Quarterly Marketing Plan, Calendar, Budget, Lead Forecast & ROI – Part B

A channel marketer’s dream… a detailed quarterly partner marketing plan you can believe in, complete with goals and strategies, budget, lead and r...

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Seven Methods to Get Partners to Want to Do Joint Business Planning

Every vendor that sells though an indirect channel is looking to gain commitments from their partners to invest in the growth of their brand.  One of...

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6 Key Tools for a Fully-Enabled Channel Partner

Partners are third-party businesses that are authorized to resell your products and services. That description is a long way from the ideal partner (r...

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7 Methods for Improving Channel Incentives ROI in 2015

Of the approximate $65B in channel funds spent globally, over 60% is spent on incentives and discounts. The question that every CFO is asking is “Ho...

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5 Reasons Why MDF & Co-op Programs are Broken and How to Fix for Better ROI

Channel executives spend nearly $10 billion each year in Channel MDF (Market Development Funds) and Co-op (Cooperative Marketing Funds), yet they s...

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7 Business Modelling Techniques for Partner Transition to a Hybrid Cloud Business

IT executives want to get out of the business of managing their IT infrastructure.   At the same time the IT market is rapidly moving away from prem...

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How to Generate a 300% Improvement in Channel Account Managers’ Productivity

One of the most precious resources for channel chiefs are their channel account managers (CAMs). The team that manages and supports y...

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