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- Planning the Campaign Cycle
- Every sales prospect goes through a "customer journey," moving from a prospect with little or no awareness of a company and its products to a loyal, repeat customer. At each stage of the journey, companies can use specific marketing tools and activities to engage prospects and communicate with them effectively....
- Articles 2007-11-30
- Developing a Channel Strategy
- What's the best way to sell into a new market or improve performance in existing markets? You can build your own sales force to sell directly to customers or use an indirect channel partner to reach customers. You can also use other channels such as the Internet. The decision is...
- Articles 2007-11-16
- How to Motivate a Channel Partner
- A reader writes: I'm an account executive for a high tech company who sells through a network of partners/resellers. Do have advice or mistakes to avoid when dealing with resellers ? What is the best way to have them commit for my company instead of...
- Blog posts 2008-10-28
- Selecting the Right Channel Partners to Maximize Sales Impact
- Manufacturers must determine what their end-users actually do when purchasing and implementing solutions and then build balanced channel programs to serve them. Balanced programs provide market and geographic coverage, plan for change, and organize to take advantage of the focus and flexibility offered by second- and third-tier partners. The management...
- White papers 2004-10-25
- Channel Partner Scorecard
- This template helps channel sales management assess the effectiveness of current channel partners. The template can be used to track marketing campaigns and the use of market development funds. It can enter the channel partner's key profile and contact information in the template, as well as the forecasted and actual...
- Tools & templates 2004-06-16
- Collaborative Channel Planning
- The article describes how PRTM worked with our client to end this counterproductive situation with its channel partners, and the associated inventory-accumulation costs. The structure was based on sales account managers' inaccurate bottom-up forecasts of sales to end-users. Some channel partners naturally responded by placing orders in excess of their...
- White papers 2003-01-01
Additional Resources
- Should Sales Run the Company?
- Should Sales Run the Company?Is it thoruoghbreds led by donkeys?Maybe this is an example of a total failure to understand how to both manage and motivate a salesforece.A very old fashioned view is to target the sales team to maximise revenue if you do then its is the management focus...
- Discussion threads 2008-01-22
- Network Physics' Partner Program Grows 125 Percent in Two Months under Exclusive Channel Strategy; Record First Quarter for Application Performance Insight Leader
- MOUNTAIN VIEW, Calif. -- Network Physics, the leader in application performance insight, today announced that its Gold Partner reseller program has grown 125 percent since its commitment to an exclusive channel sales strategy, publicly announced on January 31, 2006. Fueled by this phenomenal growth, the company says it will continue...
- Research articles 2006-04-04
- Interactive Telesis Announces New Channel Sales Program
- SAN DIEGO--BUSINESS WIRE--Oct. 13, 1999-- Program Focuses On Long Term, Strategic Partner Relationships With Telecommunications and Third-Party Companies to Resell ITI's Automated Survey and Enhanced Services Interactive Telesis (OTCBB:TSIS), a market leader in customized interactive voice response IVR services, today announced the launch of its Channel...
- Research articles 1999-10-13
- ROAMING MESSENGER Delivers Smart Mobile Messaging with New Sales Partner; Further Validation of Channel Partner Sales Strategy
- SANTA BARBARA, Calif. -- ROAMING MESSENGERTM (OTCBB:RMSG) today announced that Starnet Data Design Inc., one of ROAMING MESSENGER's channel sales partners, has recently designed and marketed a customer service application that uses ROAMING MESSENGER to deliver smart mobile messaging. Starnet Data Design is a provider of data communication and...
- Research articles 2004-11-08
- Deltek Names Gregory Sybersma New Vice President of Channel Sales and Alliances
- HERNDON, Va. -- Deltek, a leading provider of enterprise management software for project-focused organizations, has named Gregory Sybersma as the company's new Vice President of Channel Sales and Alliances. With more than 10 years of experience in business development, consulting and sales force management, Sybersma will manage the Deltek alliance...
- Research articles 2007-04-23
- 8e6 Technologies' Single-Tier Channel Strategy Wins Over Security VARs; Internet Filtering Leader Delivers Pre-qualified Sales Leads and Free Training, Support and Service Through 8e6 PartnerFocus Program
- ORANGE, Calif. -- 8e6 Technologies, a security company dedicated to Internet filtering and reporting, today announced its new partner program, 8e6 PartnerFocus, to formalize and expand the company's rapidly growing channel services. As part of the official 8e6 PartnerFocus program, authorized 8e6 partners will enjoy many free services that other...
- Research articles 2006-08-14
- Juniper Networks' Donna Grothjan Named One of the Most Powerful Women in the Technology Channel by VARBusiness Magazine
- Vice President of Worldwide Channel Strategy and Operations Recognized For Ongoing Channel Advocacy, Successful Sales Restructuring and Partner Support Advancements
- Research articles 2007-08-06
- Network Physics Partners Program Grows 214 Percent; Application Performance Insight Leader Attributes Record Second Quarter to Strength of Partner Program and Increased Demand for Its Industry-Leading Technology
- MOUNTAIN VIEW, Calif. -- Network Physics, the leader in application performance insight, today announced that its Gold Partner reseller program has grown 214 percent since the company first committed to an exclusive channel sales strategy in January. The company says it will continue to aggressively recruit qualified reseller partners, and...
- Research articles 2006-07-18
- The Prisoner's Dilemma, the Stockholm Syndrome, or a Case of Both? - By Max Starkov
- The Prisoner's Dilemma, the Stockholm Syndrome, or a Case of Both? - By Max Starkov For some time now, we have been hearing from many industry sources that during renewal negotiations Expedia/Hotels.com has demanded new terms and conditions that are against everything the hospitality industry stands for: last room availability,...
- News items 2009-10-19
- Polycom Inc. Q3 2007 Earnings Call Transcript
- Question-and-Answer Session Operator Yes, thank you. [Operator Instruction]. Our first question comes from the line of John Anthony from Cowen & Company. Please proceed with your question. John Anthony - Cowen & Company Good afternoon, guys. Couple of question, but before we get started did...
- Earnings calls 2007-10-18
- Microsoft revamps partner program with focus on 13 competencies.(CHANNEL STRATEGIES)
- Without a direct sales force, perhaps it's not surprising that Microsoft excels at channel partnerships. "It's pretty important to Microsoft," says Sherle Webb-Robins, general manager of Microsoft partner program strategy and architecture Without a direct sales force, perhaps it's not surprising that Microsoft...
- Research articles 2006-04-01
- Parametric Technology Corporation Q1 2009 Earnings Call Transcript
- Question-and-Answer SessionOperator Alright, and our first question comes from Richard Davis of Needham & Company Richard Davis - Needham & Company Thanks very much. You guys have kind of had a trend towards more channel sales and more focused direct sales and with the number of large deals...
- Earnings calls 2009-04-29
- Nokia Q32007 Earnings Call Transcript
- Question-and-Answer SessionOperator [Operator Instructions]. We will pause for just a moment to compile the Q&A roster. [Operator Instructions]. Your first question comes from Mike Walkley with Piper Jaffray. Michael Walkley - Piper Jaffray & Co. Great.Thank you very much. Just wonder if I could follow up...
- Earnings calls 2007-10-18
- Citrix Systems, Inc. Q3 2007 Earnings Call Transcript
- Question-and-Answer SessionOperator [Operator Instructions]. Your first question comes from the line of Sarah Friar with Goldman Sachs. Sarah Friar - Goldman Sachs Good quarter. If I could just turn to the operating margins, you talked about lower 20% range for 2008 and then extending back upward...
- Earnings calls 2007-10-18
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