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Lessons learned from a Channel Chief pt.1

How to drive, measure, & show channel value This is the first in a series of 7 blogs that will cover:
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You Wouldn't Build a House Without a Blueprint, So Why Build a Channel Without a Playbook?

Companies spend millions on their channels every year, and they should. There's partner recruiting to be done, demand generation to conduct, marketing collateral to be made, and a field to manage. The hope is that the money put into these areas is money well spent.
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Product Growth Mapping: Driving the Channel Strategy

In an age where new products are hitting the marketplace at an unprecedented rate, companies are tasked with the challenge of developing strategies on how to best invest in the channel and get the right partners selling the right products at the right time. Having a robust understanding of where each of your products is in the growth cycle takes the guess work out of where you should invest with ...
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How to build a winning channel partner recruitment BOM

Having trouble recruiting the right partners who will consistently rep your solution over the competition's? You aren’t alone. The most common partner recruitment pitfall we’ve seen at The Spur Group is failing to align the right content and messaging to the right audience, in the right order, within your targeted partners.  
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5 Tested Secrets To Amazing Channel Planning Results

At the core of an effective channel management strategy lies a comprehensive channel plan that influences customer and partner behavior and drives desired business outcomes. Simply put, channel planning aims to put the right quantities of the right products in the right places at the right times to satisfy customer demands in an efficient, cost-effective manner. While the concept seems elementary ...
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Make an Impact: Know Your Channel Health Index

It is impossible to ensure your channel efforts are paying off unless you have an objective, data-driven view of your teams' and programs' performance. Diagnosing channel effort performance, or health, can be done quickly, but if done incorrectly will lead to stagnant and potentially declining business results. To ensure your channel strategy, performance and go-to-market approach are where they ...
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Are you prepared to prepare your channel?

The scenario: you previously recruited partners for your channel - maybe by referencing the key elements needed to do so in our recent channel recruiting blog - and obtained top-notch talent that is ready to sell.
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The 5 key elements of successful channel recruitment

Business model and technology shifts are occurring rapidly and channel programs need to react accordingly. You need partners and you need results - but don’t act quickly without the proper preparation. The key to any successful channel recruitment effort is having the right approach.
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The Channel Health Index Checklist: Accelerate Your Channel Management

How confident are you with whether your channel management efforts are having the right impact on your required business outcomes? Are your incentives driving behavior or acting more as an entitlement? Do your partner managers each drive the right level of readiness and pipeline with your partners? Are your programs both competitive and deeply entrenching you as a preferred vendor with your ...
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Drive Revenue Acceleration with Smart Partner Incentives

As a channel management leader, you need to structure your incentives in a way that drives partner behavior. To manage your channel successfully, it’s best to follow a five step process:
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