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This article on Renewals Sales focuses on the complexities of handling renewals when your primary go-to-market motion is via the channel.
Renewal sales account for a large proportion of overall sales, often over 50% of revenue in some markets. But are you leaving money behind at renewal time?
CFOs need to take a long hard look when it comes to asking if their Channel Sales are Audit ready. Because they might be more than a little shocked at what they discover.
With the rate of innovation and new market entrants, it’s imperative for vendors to align with channel influencers to give new offers an additional targeted presence and credibility.
Once again Channel Mechanics is delighted to Sponsor The Channel Meet Up for their Channel Sales & Marketing Alignment themed event in Menlo Park.
The year 2020 carries with it a certain weight – implying a clarity of vision. These 3 channel trends have already emerged in 2020, but where to from here?
Channel partners must always be innovating to stay ahead. To innovate, the first step is to have 2020 Channel Vision to forecast what channel partners will need.
A well executed Market Development Fund is designed to help a vendor’s channel partners drive demand generation along with many other benefits. Check out our top 8!
Most people never see the layers of complexity that’s both considered and managed in MDF Program design. We just expect a stellar performance!
Channel Managers often feel hijacked by MDF Programs that seem to have a life of their own and sub-optimal ROI. Discover how to manage these 9 MDF challenges to see an optimal ROI.
By adhering to MDF Best Practices at time of implementation, vendors can easily manage MDF risk and return, while expanding channel partners’ sales and marketing capabilities and efforts.
The most overused word in our channel may be “partner.” So to build better channel partner relationships, it’s time for vendors to address key channel partner pain points.
Channel Mechanics Announce Sponsorship of Channel Focus 2020, at the Marriot Newport Beach Resort and Spa, with Discounted Ticket Price for Delegates.
The naming of a Chief Revenue Officer is essentially a tacit admission that an IT vendor needs to align their direct and indirect sales teams…but what are the channel implications?
As Gartner predicts IT spend to total $3.76 trillion in 2019, a 3.2% YoY increase, what part of that growth is attributable to cloud? What impact is cloud having on the partner landscape?