Total Members: 7193

This community is proudly sponsored by :

Channel Blog

Let's hear what you have to say

Tackling Analytics Like A Channel Pro

Keeping up with today’s channel partners’ expectations requires any channel business to be on their toes at all times in order to meet those expectations. The popularity of modern predictive analytics is on the rise without a doubt and channel account managers must be prepared. Predictive analytics moved from backroom operations to frontline sales and now, it’s moving to the channel sales organization. As predictive analytics evolves in the channel space, it becomes a necessity for...
Continue reading
1598 Hits

Predicting the Future of Channel Data Management in 2015

I came across a post on “Big Data” by Bernard Marr (Smart Data Collective, December 9, 2014), entitled “The 6 Things Everyone Needs to Know About the Big Data Economy.” He talks about companies, large and small, and how big data will affect them in the future. So, thinking ahead to 2015, I wondered how his ideas would apply to the channel. Four of Marr’s major points follow in quotes, followed in turn by my thoughts...
Continue reading
3032 Hits

The Top 6 Things Channel Data Can Tell You: Part I

"Water, water, every where, Nor any drop to drink." That's the lament of the ancient mariner from Coleridge's poem, and it could just as well apply to the challenge of what to do with "big data" from the channel. Data, data everywhere, but what is there to learn? In fact, channel data can yield a lot of information and insight on which to make better business decisions. A recent report by Forrester Research[i] cataloged a number of...
Continue reading
2506 Hits

More Channel Data is Better - Isn't it?

A few years ago, I was sitting in a training session for a large customer where the topic was an overview of the corporate channel policy and I over heard a channel manager explaining to a sales rep the policy for getting reported data. It went like this… Channel Manager: "We'll take any data you can get regardless of quality, from any partner. If it has holes, we'll deal with that later. If they have more...
Continue reading
1141 Hits

Do You Have The Data You Need to Measure Channel Partner Performance?

There is a saying that "if you can't measure it, you can't manage it." If you are a manufacture who sells through various channels, then you understand the importnace of measuring your partners' performance. In fact, your ability to grow your channel, as well as achieving a positive ROI on channel marketing programs, highly depends on this performance. Reviewing your partners’ performance can, and will, provoke key questions about how your resources are being allocated and if...
Recent comment in this post
Sam Layle
Successful partner evaluation is not just about the numbers – it is also about driving the right behaviors that will help you grow... Read More
Tuesday, 17 March 2015 9:09 PM
Continue reading
1197 Hits

Why Channel Data & Master Data Management Don't Always Get Along & What To Do About It

Channel managers are often included in corporate Master Data Management (MDM) projects. The hope is that an overall MDM strategy will help tame channel data so that it plays nicely with other important company information. As a result, Channel managers often ask me two questions: How will an MDM strategy help - or hurt – me? And how can I effectively contribute to the strategy? First, lets take a step back and define what we are...
Continue reading
1270 Hits

More Channel Data is Better - Isn't it?

A few years ago, I was sitting in a training session for a large customer where the topic was an overview of the corporate channel policy and I over heard a channel manager explaining to a sales rep the policy for getting reported data. It went like this… Channel Manager: "We'll take any data you can get regardless of quality, from any partner. If it has holes, we'll deal with that later. If they have more...
Continue reading
1337 Hits

Want Good POS Data From Your Channel Partners? Stop requiring it.

Your channel sales data is only as good as the information your partners provide. But what if your partners are giving you incomplete or inaccurate data? What are your options for getting better data from your reporting partners?   Partner Relationship ManagementMost people assume that the answer lies in requiring channel partners to provide you with the information you need. In fact, however, requirements alone are meaningless. Here’s why.   Let’s say you have weak partner...
Continue reading
1479 Hits