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  • COVID-19 and The Channel | An Outside-In Approach...

    Covid-19 presents critical challenges for channel, but it also offers time to reflect on what vendors can do to help their partners get through the crisis.

  • Renewal Pricing Strategy

    In this seventh article on renewal sales, we explore factors vendors should take into consideration when designing their Renewal Pricing strategy vendors operating a direct sales or a channel go-to-market model.

  • 5 Ways for Vendors to Respond to Covid-19

    The outbreak of Covid-19 is bringing significant challenges for organizations. But now is not the time to lose sight of channel partners, your extended sales force on the ground.

  • 10 Channel KPI’s

    Today, vendors must design their channel KPI’s to address the modern dynamics of offer complexity and partner business model diversity. And they must become experts at leveraging the power of automation.

  • Renewal Sales Incentives

    This article in our Renewals Sales series focuses on the importance of Renewals Sales Incentives when your primary go-to-market is via the channel.

  • Measuring Renewals Sales Performance: Insights...

    Renewals Sales performance should be a relatively predictable entity. However, this is not a certainty. Measuring these KPI’s should pinpoint any issues to address.

  • Securing Renewals … Data is King

    Vendors often rely on more than 50% of revenue to come from existing customers simply renewing. But securing renewals is not as ‘simple’ as you might think.

  • How to Drive Renewals Sales when your Primary...

    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 101 | The Business Opportunities...

    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?

  • CFO’s: Are your Channel Sales Audit Ready?

    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.

  • Channel Influencers: Five Types to Know and...

    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.

  • Channel Sales & Marketing Alignment Event

    Once again Channel Mechanics is delighted to Sponsor The Channel Meet Up for their Channel Sales & Marketing Alignment themed event in Menlo Park.

  • Top Three Channel Trends to Watch in 2020

    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?

  • 2020 Channel Vision – Planning for Channel...

    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.

  • Market Development Fund Benefits

    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!

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