Channel Maven Blog

Is Channel Sales Training now a Four-Letter Word?

I truly believe Channel sales is 80% nature, 20% nurture. So, how then do you fully train a Channel salesperson, Channel Account Manager, or Partner?

My husband loves to throw out quotes from Glengarry Glen Ross, all the time; "A-I-D-A. Attention, Interest, Decision, Action," or "I'd wish you good luck but you wouldn't know what to do with it if you got it," and of course, "ALWAYS BE CLOSING. Always be closing."

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Disruption in the Channel: Rethinking Traditional Partnering

We hear about disruption all the time in the B2C; think Netflix and Uber. However, it’s just as prevalent in B2B, particularly in the Channel with so many Vendors competing for Partner mindshare. In today’s evolving landscape, there’s really only one choice for Vendors: disrupt or be disrupted.

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Differentiate your Partner Program with Virtual Sales Engineers

In today’s sea of Vendor choices, Partners look for Channel Programs that are easy to do business with and profitable so they can focus on their customers’ needs, rather than the needs of their Vendors. With “ease of doing business and expertise” as the driving factors, many Vendors have responded by deploying virtual sales and marketing teams. For most, it’s a well-oiled machine - except for one small glitch. What happens when the Partner needs pre or post sales technical support?

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Conquer Ease of Doing Business in Your Channel Partner Program

In today’s competitive landscape, your Partners work with a variety of Vendors and don’t have time or patience to navigate a difficult program. Vendors who focus on ease of doing business are the ones finding success in their Partner programs.

How can you ensure your Program is easy to navigate but still provides value? Here are four components of a simple, effective Partner Program:

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CMCtv Episode 9: Project Management Tips

Welcome back to #CMCtv. In this episode, we talk about how important project management is to any successful Channel Marketing or Channel Program development endeavor.

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The Three E’s of Channel Management

The Vendor-Partner relationship has evolved and in today’s crowded Channel management ecosystem, Partners have more Vendors than ever to choose from. As a result, staying top-of-mind has become the number one priority for Vendors. This shift in thinking has trickled down to all elements of the Channel.

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3 Ways to Improve the Channel Partner Journey

Channel sales and marketing are evolving as fast as the digital transformation they support. These rapid changes impact the way we do everything from Channel enablement and programs to recruiting and onboarding to training and engaging with Partners along their Partner journey.

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Like a Buyer's Journey, are you Helping Your Channel Partners Down the Partner Journey?

Though our Boulder, CO office received 16" of snow yesterday, spring is literally right around the corner. In fact, Punxsutawney Phil did not see his shadow in February – so (fingers crossed) spring is coming earlier than expected. With it comes more sun, longer days and of course the best task of all: spring-cleaning… but wait. It’s not what you think. We’re not talking about your closets, basement or backyard; we’re talking about spring-cleaning your Partner Program so it aligns with the Partner journey!

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6 (Great) Reasons to Attend Channel Focus 2016

Hollywood – here we come!

Channel Maven has the opportunity to sponsor many channel events. Once again, we chose this one because it’s different. Welcome to Channel Focus 2016. Thinking about attending? Here’s a snapshot of what you can look forward to:

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Enable More Partners with a 2016 Channel Marketing Tune-Up

Isn’t that just like us to start the year talking about channel marketing? 2016 looks promising for technology innovations, changes in marketing trends and opportunities for Vendors and Partners to drive more demand in the channel. We’re seeing more and more Vendors providing their Partners with channel marketing programs that fit their business not force them into a resource rut. Are your channel marketing programs ready? If not, we have some ideas to help jump-start your channel marketing tune-up in 2016.

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Channel Maven eBooks

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Help Partners drive demand with social selling.

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Jenn Reed, VP Channel Consulting at Channel Maven Consulting, presented emerging strategies in Through-Partner Marketing at Channel Focus North America. This e-book summarizes her insights.

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