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Channel

Is Your Sales Channel Delivering Maximum Return?

If you have a diverse partner network, it’s crucial to understand how the channel is performing. Even more important is to gain a clear and accurate picture of how the partners work, how much time they spend on your product, if they are motivated by your value proposition and overall, if they are delivering the maximum revenue possible.

A well-managed channel is the key to generating reliable…

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Guy

Guy

Managing Director, Delta Channel Services Ltd.

Posted July 05, 2013 by admin & filed under Channel.

What Sets You Apart from Competitive Vendors?

The technology sector has become far more competitive as budgets naturally become tighter. However, it is crazy to think that there is no business out there.

In fact, the very definition of using technology effectively, allows organisations to manage their business in a far more productive and competitive way, hence the need for continued investment in this area.

So,…

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Dermot

Dermot

Dermot Collins, Managing Director, Seven V

Posted June 20, 2013 by admin & filed under Channel.

Is it Time to Get Smarter With Channel Investment?

I’m always surprised by how many companies are not happy with their sales channel. An all too common view is that, up to a point, partners do not work hard enough, get too much margin, do not appreciate sales leads and marketing assistance, need too much support and generally do not perform as well as expected. My view is that, often, there is an element of truth in some of these comments but mainly the issues arise because the channel relationship is not being optimised.

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Guy

Guy

Managing Director, Delta Channel Services Ltd.

Posted January 29, 2013 by admin & filed under Channel.

The Power of Getting to Know Your Lower Tier Partners Better

Over the past 10 years I have worked and still work with many channel focussed technology vendors. Most if not all vendors understand their top tier partners very well but conversely know very little about their lower tier partners. Personally I think they might be missing a trick. In order to achieve significant, meaningful growth vendors operating in a mature market need a long reach and to achieve that they need a motivated, loyal and active ‘wider base’ of partners. Unless a vendor knows its lower tier well enough identifying their future stars is like finding a needle in a haystack. Here are some questions I think vendors should know the answers to for all of their partners, both big and [currently] small:

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Ulrike

Ulrike

Account Director

Posted November 30, 2012 by admin & filed under Channel.

Extending Your Reach to Lower Tier Partners

When it comes to deciding which channel partners you’re going to engage with directly, who is it that decides the selection criteria and what percentage of partners get left to self-service or distributor resources? This is a tricky call to get right. Partner Marketing budgets are often restricted and therefore rarely stretch further than the top to middle partner tier. But isn't the real question, can you afford not to invest time and money into engaging and motivating all levels of partner? Are we missing the point with those partners who are currently buying low volumes but might be tomorrow’s stars? In my experience vendors tend to be very good at servicing the top and middle tiers, but leave the lower tier partners reliant on their web tools and the relationship with the distributor. I now see both sides clearly, having worked for the vendor and for the partner....

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Teri

Teri

Outsourced Channel Manager

Posted November 09, 2012 by admin & filed under Channel.