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  • PRM Adoption and Utilization Best Practices

    To get every benefit from your PRM investment, it is crucial to ensure the PRM platform is adopted and fully leveraged. But how do you drive PRM Adoption?

  • Key Considerations for PRM Implementation

    Selecting a Partner Relationship Management (PRM) platform is an important decision for a company. But how that PRM is implemented, is just as important.

  • Partner Relationship Management Defined

    For companies leveraging channel partners, a ‘best of kind’ technology stack that includes a Partner Relationship Management (PRM) platform is critical.

  • Ensuring Channel Incentives Deliver Partner...

    Webinar: “Ensuring Channel Incentives Deliver Partner Loyalty ” with Paul Riordan, VP Channels at Mitel and Balaji Subramanian, Channel Leader at IGEL.

  • Rethinking Digital Transformation for Channel...

    Digital transformation is a hot topic. But while companies understand it’s importance, they struggle to put that transformation into action for success.

  • Optimizing the Performance of Long Tail Channel...

    Sue Heintz looks at how to Optimize the Performance of Long Tail Channel Partners by mining your partner community for untapped opportunity.

  • Structural Considerations When Engaging “Long...

    When working with “long tail partners,” an important first step is to ensure you examine all the factors that could contribute to your diagnosis of less than optimal performance.

  • Partner Incentives | Different Types to Consider

    As vendors become more creative and introduce new partner incentives to motivate behavior, the reality is there is no ‘one size fits all’. Discover 4 Partner Incentives and the factors Impacting their effectiveness.

  • Renewals Sales Organization Structures

    In our concluding blog post on the topic of Renewals, we explore four Organization Structures for the Renewals Sales function.

  • Are SPIFS Always Effective? Tips for Developing...

    Are SPIFS always effective? What is need to develop an effective incentive program that ensures the investment to reward partners gives the desired outcomes?

  • Best Practice for Maximizing Channel Renewal...

    Registration now open for “Best Practice for Maximizing Channel Renewal Revenue” with special guest Bryan Koyano, Global Program Manager, Extreme Networks.

  • 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.

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