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Measuring Channel Success: Reach, Frequency, Yield

Mindshare for today’s channel comes at a premium. If you are a Channel Manager looking to grow your business it seems easiest to go after your best partners and ask for more business.  Many times, your partners will sell into their existing accounts and become deeply involved in deployments, leaving little capacity to sell more.  Focusing on the broader issue of creating channel capacity by increasing number of Channel Partners, shortening sales cycles and generating more...
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Five Tips On Choosing The Right CDM Vendor

Not all Channel Data Management (CDM) vendors are created equal. If you happen to be looking for a CDM vendor, either to replace an internal process that’s grown too slow and cumbersome to manage, or to replace a current vendor that’s not performing to expectations, take heed. We have some tips that will help you make the right choice for your organization. 1. Patented Technology There are hundreds of channel data management solution providers around the...
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The Channel Chief Survival Guide

If you’re going to survive in the wilderness, you’d better have a guide. And right now, managing data in the channel is the Wild West. Or, to borrow a phrase from The Wizard of Oz, "Toto, I have a feeling we're not in Kansas anymore." What’s changed about the channel is access to data. Mountains of it. What hasn’t changed is the ability of channel chiefs to analyze and use this data to better understand their...
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Model N To Acquire Channel Data Management Leader Channelinsight

Acquisition completes Channel Management Application Suite enabling manufacturers to manage end-to-end Global Channel Revenue REDWOOD CITY, Calif. – October 19, 2015 – Model N, Inc. (NYSE: MODN), announced today it has signed a definitive agreement to acquire Channelinsight, a leading provider of Channel Data Management (CDM) solutions.  The combination of Model N Channel Management and Channelinsight CDM provides companies with a leading enterprise-grade, end-to-end solution to manage their Global Channel Revenue. Manufacturers in industries such as High...
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Using Key Performance Indicators To Grow Channel Business

Speaking and mingling at the Channel Visionaries event recently in Newport Beach, California, we were struck by a prevalent theme: the channel is quickly evolving, and we need to anticipate and prepare for that change. Due to the growth of cloud services, the channel partner of the future will have a business model that differs significantly from the traditional hardware reseller. One aspect of this new model is a greater dependence on recurring revenue. As channel partners...
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