Featured article
3 Great Tips To Kickstart Channel Rep Performance
In-direct sales reps can provide the experience and that propels your brand forward, but inspiring the channel to sell your products is a constant challenge.
Read Now.png)
In-direct sales reps can provide the experience and that propels your brand forward, but inspiring the channel to sell your products is a constant challenge.
Read Now5 Reasons Why Rep Surveys Should Be a Key Part of Your Channel Communication Program
Join Richard Stevens, president of ChannelAssist, as he speaks to the challenges all channel sales organizations face and possible ways to address them. Reserve your seat below and you could win a $500 Venetian Casino Chip!
When looking at investing in your channel it’s important to consider the different routes of driving growth while thinking about ROI.
In-direct sales reps can provide the experience and that propels your brand forward, but inspiring the channel to sell your products is a constant challenge.
Money and recognition still talks. People want (and should) receive incentives for doing a good job.
You’re at a cocktail party of friends and “friends of friends.” It’s a nice evening.
What if you could see into the minds of individual channel reps and build unprecedented engagement that can’t help but drive revenue? Well, it’s possible.
It’s true that compensation drives behavior. If you want to drive the right behaviour, you'll need to understand incentives.
Channel partner engagement programs grow sales, expand your reach, educate channel reps and turn them into champions of your brand.
Here’s the thing about developing channel sales advocates—you’re doing it wrong.
Many great companies have launched well thought out incentive programs. Read this to learn how they did it.
Optimizing Channel Partner Sales Begins with Onboarding.
So what do we mean by “math” in this context? For our industry, we’re talking about sales coverage, incentives, and how you and your partners work together.
It’s time to make your channel sales incentive/spiff programs really work for you.
Profitability of software and services drive partner investment - can your partners get what they need to grow their business - from you?
It depends on the problem you are solving for, the qualification requirements for earning the additional margin, and who gets the margin.
When your sales channels lead with your products, they sell more of your products – to more of their customers.
We believe that brand loyalty at the channel partner rep level makes a big difference in reseller sales.
If you want to build market share, then you need more resellers quoting more of your products, more often.
Fewer than half of companies (47%) consider their indirect sales channels effective.
Channel sales reps who are actively engaged with your brand sell more of your products. Partner loyalty programs play a large role in that engagement.
Big data, the vast amount of information that daily inundates your business, can be one of your most valuable resources. Here's why.
Does running your own channel program in-house sound easy? Maybe- But be warned...
Your channel engagement program delivers significant value to your business- If you're doing it right...
Why Growing Channel Engagement Should be Approached as a 5-Point Change Management Issue And Continuous Evolution Is A Must.
It's Time to Engage the 95% of Your Channel Reps Who Underperform.
Comparing yourself to others is a slippery slope. You might use it for motivation, but feel down when Sandra picks up a new BMW or Mike lands the big contract.
Some moves to drive engagement are quite cheap when compared to the potential benefits.
Someone not in channel sales may be forgiven for thinking that channel partners should just want to sell a vendor’s solutions.
Here's a scenario we've seen at ChannelAssist.
Partner loyalty is waning, across all sectors. Loyalty is hard to regain, when lost. So here’s how to tell if your channel partner loyalty is at risk.
Sales incentives need to be strategic, compelling, and reward for the desired sales activity. SPIFs deliver measurable business results.
It’s likely your channel reps will share some common traits. They should be good at talking to people, have some ambition to produce results, and have some confidence and enthusiasm.
Phil Hogg’s article in the Financial Post covers the importance of building and managing a portfolio of alliance partners.
When resellers, distributors and OEMs are all looking for better line of sight into future sales, it's a shame to see the use of Marketing Development Funds, or MDF in decline.
You have your uber-successful sister who has her life together and is a famed cardiologist.
We are all aware that time equals money and it's important for all channel campaigns to assess new leads and decide where to allocate time and energy.
Let’s quote Frank...“Love and marriage, love and marriage they go together like a horse and carriage this I tell you, brother you can't have one without the other”
Fall is the perfect time to run a pulse survey to check on and influence channel rep engagement.
Do you remember the days when the stages between customer awareness and purchase were well defined?
Incentives are an essential part of any effective sales program. They motivate your sales reps to sell your product.
So, you’ve decided to launch an incentive program? Better read this first.
Let's learn exactly what the various channels could be, and how to maximize the potential within the correct channel.
Let's set the stage. I recently submitted a claim for a consumer rebate for a few hundred dollars for a furnace purchase.
5 Reasons Why Rep Surveys Should Be a Key Part of Your Channel Communication Program
When looking at investing in your channel it’s important to consider the different routes of driving growth while thinking about ROI.
In-direct sales reps can provide the experience and that propels your brand forward, but inspiring the channel to sell your products is a constant challenge.
Money and recognition still talks. People want (and should) receive incentives for doing a good job.
You’re at a cocktail party of friends and “friends of friends.” It’s a nice evening.
What if you could see into the minds of individual channel reps and build unprecedented engagement that can’t help but drive revenue? Well, it’s possible.
It’s true that compensation drives behavior. If you want to drive the right behaviour, you'll need to understand incentives.
Channel partner engagement programs grow sales, expand your reach, educate channel reps and turn them into champions of your brand.
Here’s the thing about developing channel sales advocates—you’re doing it wrong.
Many great companies have launched well thought out incentive programs. Read this to learn how they did it.
Optimizing Channel Partner Sales Begins with Onboarding.
So what do we mean by “math” in this context? For our industry, we’re talking about sales coverage, incentives, and how you and your partners work together.
It’s time to make your channel sales incentive/spiff programs really work for you.
Profitability of software and services drive partner investment - can your partners get what they need to grow their business - from you?
It depends on the problem you are solving for, the qualification requirements for earning the additional margin, and who gets the margin.
When your sales channels lead with your products, they sell more of your products – to more of their customers.
We believe that brand loyalty at the channel partner rep level makes a big difference in reseller sales.
If you want to build market share, then you need more resellers quoting more of your products, more often.
Fewer than half of companies (47%) consider their indirect sales channels effective.
Channel sales reps who are actively engaged with your brand sell more of your products. Partner loyalty programs play a large role in that engagement.
Big data, the vast amount of information that daily inundates your business, can be one of your most valuable resources. Here's why.
Does running your own channel program in-house sound easy? Maybe- But be warned...
Your channel engagement program delivers significant value to your business- If you're doing it right...
Why Growing Channel Engagement Should be Approached as a 5-Point Change Management Issue And Continuous Evolution Is A Must.
It's Time to Engage the 95% of Your Channel Reps Who Underperform.
Comparing yourself to others is a slippery slope. You might use it for motivation, but feel down when Sandra picks up a new BMW or Mike lands the big contract.
Some moves to drive engagement are quite cheap when compared to the potential benefits.
Someone not in channel sales may be forgiven for thinking that channel partners should just want to sell a vendor’s solutions.
Here's a scenario we've seen at ChannelAssist.
Partner loyalty is waning, across all sectors. Loyalty is hard to regain, when lost. So here’s how to tell if your channel partner loyalty is at risk.
Sales incentives need to be strategic, compelling, and reward for the desired sales activity. SPIFs deliver measurable business results.
It’s likely your channel reps will share some common traits. They should be good at talking to people, have some ambition to produce results, and have some confidence and enthusiasm.
Phil Hogg’s article in the Financial Post covers the importance of building and managing a portfolio of alliance partners.
When resellers, distributors and OEMs are all looking for better line of sight into future sales, it's a shame to see the use of Marketing Development Funds, or MDF in decline.
You have your uber-successful sister who has her life together and is a famed cardiologist.
We are all aware that time equals money and it's important for all channel campaigns to assess new leads and decide where to allocate time and energy.
Let’s quote Frank...“Love and marriage, love and marriage they go together like a horse and carriage this I tell you, brother you can't have one without the other”
Fall is the perfect time to run a pulse survey to check on and influence channel rep engagement.
Do you remember the days when the stages between customer awareness and purchase were well defined?
Incentives are an essential part of any effective sales program. They motivate your sales reps to sell your product.
So, you’ve decided to launch an incentive program? Better read this first.
Let's learn exactly what the various channels could be, and how to maximize the potential within the correct channel.
Let's set the stage. I recently submitted a claim for a consumer rebate for a few hundred dollars for a furnace purchase.
As an Alliance Partner, the software company has gained direct access to an existing and highly engaged channel sales audience.
In transitioning the company’s reward program, ChannelAssist kept the company’s internal registration and sales controls, while using technology and services to elevate program processes and engagement.
By consolidating and coordinating company-wide channel engagement activities, ChannelAssist has helped this prominent manufacturer maximize sales opportunities, as reseller reps now lead with their brand rather than just a product.
See how we've grown a channel sales program by over 33% for one of our clients.
A successful channel engagement program requires a lot of work. Do you really want to do this on your own? Read our latest whitepaper to learn about the real costs of running a DIY channel engagement program.
Join Richard Stevens, president of ChannelAssist, as he speaks to the challenges all channel sales organizations face and possible ways to address them. Reserve your seat below and you could win a $500 Venetian Casino Chip!
As an Alliance Partner, the software company has gained direct access to an existing and highly engaged channel sales audience.
In transitioning the company’s reward program, ChannelAssist kept the company’s internal registration and sales controls, while using technology and services to elevate program processes and engagement.
By consolidating and coordinating company-wide channel engagement activities, ChannelAssist has helped this prominent manufacturer maximize sales opportunities, as reseller reps now lead with their brand rather than just a product.
See how we've grown a channel sales program by over 33% for one of our clients.
.svg){kind=small}
For over 20 years, ChannelAssist has helped organizations drive over $16 billion in revenue by optimizing indirect channel sales rep engagement with our end-to-end development and management of channel incentive programs.
E-Mail us at sales@channelassist.com
Call us at +1 (888) 780-9696
2180 Steeles Ave. W. Suite 302 Concord, ON L4K 2Z5 Canada