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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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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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How To Use Partner Scoring To Fuel Better Channel Management

Every channel leader faces the same core question: How do I use my limited resources, programs and people to generate the biggest possible influence on my partners and best meet my business objectives?
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Channel Management Is More Than Just A Good Algorithm

The Next Wave of channel management We've spent quite a bit of time here talking about how using data is essential to taking your channel business to the next level.
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What A PERC Score Is And Why It Matters

Where is my investment of time, resources and money working? Where is it not? Are there places in my channel where revenue could be better? If you find yourself asking one or more of these questions, you may need help with your channel management. But you certainly aren’t alone. Understanding the intricacies of your specific channel can be tricky, which is why it’s best for channel managers to ...
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Get The Most Out Of Partners By Measuring Their True Value

If you’re only looking at the top revenue producing partners, you’re missing the value of your ecosystem. Sure, the partners that drive large portions of your business are important, but they’re not the only ones.  You may be missing the rising stars and creating an overly concentrated top. You could find yourself in a bind when one of them shifts to the competition. The goal should be to create ...
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Size Does Not Always Equal Strength

When thinking about a successful partner channel it certainly seems logical that bigger is better. The more partners you have re-selling, the more revenue you and your company will enjoy.
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