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To Boost ROI In PRM/TCMA Technology, Fill The ‘Care-And-Feeding Gap’

By Tracy Diziere, President & CEO,  TDZ Creative Partners By now, the value and necessity of Partner Relationship Management (PRM) and Through-Channel Marketing Automation (TCMA) systems is well established. Forrester sized the PRM market at $400 million in 2019 and expects it to grow to nearly $890 million by 2025. And in 2018, it predicted that TCMA […]

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To Optimize Channel Programs, Prioritize Partner Recruitment

By Alan Feldman, Director of Business Development, and Michael Auer, Growth Marketing Director, Winn Technology Group With the ever-changing landscape of sales for products or services, the need to optimize and grow your channel ecosystem continues to be more critical.  From many years of working in this arena in the technology sector, and seeing some […]

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Expanded Channel Stack Offers Bigger Tool Box For Partner Program Professionals

The channel software stack continued to grow in 2020. According to an annual review by Jay McBain, Forrester’s Principal Analyst, Channel Partnerships & Alliances, 183 companies offer channel program supporting solutions. McBain’s survey listed 159 companies at the end of 2019. As 2018 came to a close, 106 solution providers were identified. Last year, companies […]

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Expanding Channel Ecosystems Need To Tighten Focus On Customers

A 3D virtual summit hosted just before this past holiday season by Impartner, a channel management platform provider, offered a compelling look at more than the future of how people might meet. Presentations by Forrester’s Principal Analyst, Channels Partnerships and Ecosystems Jay McBain, and Maria Chien, VP, Practice Leader, Channel Marketing Strategies, examined the trends that […]

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Channel Loyalty Fraud: The Dark Side Of Loyalty Programs

By Lincoln Smith, Chief Strategy Officer, HMI Performance Incentives Designing channel incentive programs is a genuine passion of mine. I have been fortunate to work with leading manufacturers and wholesalers to help drive customer loyalty and share-of-wallet spend initiatives. Unfortunately, there can be a dark side to these programs that any good program operator must […]

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Channel Experts Share Strategies On Boosting Partner Sales & Marketing Alignment At #B2BSMX

When channel marketers logged off from the B2B Sales & Marketing Exchange (B2BSMX) online experience last month, they left with an armful of insights and information to better align their partner sales and marketing programs in 2021. Partner marketing teams at many channel-focused companies are often under-staffed and insufficiently funded, even at large organizations. As […]

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Pandemic Strategies: ASG Helps Partners Tighten Focus On Customers’ ROI

More than seven months into an economy rocked by an unrelenting pandemic, some companies are beginning to get back to the business of investing in their operations, if mostly on must-have projects. But even as firms begin to explore how they can adjust their business to a “new-normal,” vendors and their partners need to focus […]

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SEO Partner Websites Are Good For Business – Theirs And Yours Too

By David English, president, TSL Marketing Building customer-centric websites that rank highly on search engines is a challenge for most B2B companies. The leaders in their fields – especially those with highly recognizable brands – tend to dominate many search terms. But even many big brands don’t have the resources to ensure that their offerings […]

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B2BSMX Channel Track Explores Strategies To Align Partner Marketing And Sales Effort

Even at large partner companies, marketing staff can be pretty lean. That’s why many of the more successful channel teams are working hard to provide partner sales staff with the tools and content necessary to engage customers and prospects all the way from the top-of-the-funnel to post-purchase support. At the B2B Sales & Marketing Exchange […]

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Intelligent Channel Rebate And Incentive Management: Helping Meet The ‘New Normal’ For Tech Manufacturers

By Chanan Greenberg, SVP and GM of High Tech, Model N Despite the current economic situation, an economic recovery will occur. For B2B high tech companies, it will likely be a gradual recovery that begins late in 2020 and gains speed in the middle of next year. But for now, sales have slowed across many […]

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