Reseller Channel

Vendor user conferences are typically designed to celebrate customers and further educate attendees on a solution or suite of products. But, with a designated time to exchange stories and ideas in person, these events also can generate massive value for channel partners.

In years past, companies would sell their products to customers through word-of-mouth or paid advertisements. As organizations are now able to communicate with their clients more easily, they have the potential to sell to customers outside of their base regions. To ensure they are reaching all potential customers across the United States, companies must commit to making their presence known in new territories. One way to accomplish this goal? Expanding their channel program.

Vlocity is a leading provider of industry-specific cloud and mobile software built in partnership with Salesforce. It is the fastest growing company ever built on the Salesforce AppExchange platform and grew from inception to $100 million in revenue in less than five years. Vlocity’s founder and CEO, David Schmaier sat down with Software Business Growth to talk about scaling a software company, what he learned from his previous ventures, and attracting/retaining top talent.

Summer sales slumps don’t have to be a ritual. Here are the keys to summer success in B2B sales.

If you’re struggling with effectiveness in your channel, the root of the problem can often be pointed to customer segmentation, customer engagement, customer messaging, and/or partner experience.

Companies focus on what their VPs know, not what prospects need.

Defined as the process of familiarizing a new customer or client with one’s products or services, onboarding is a very important part of the customer’s experience with your business. Beyond happy customers, a successful onboarding team can improve overall satisfaction and ultimately reduce customer churn.

As you implement a framework for moving to subscription, thoughtful consideration of your needs — and your customers’ — are important parts of the plan. Wherever you are in the transition process, understanding the keys to an effective implementation will help ensure the success of your initiatives.

As technological innovation continues to disrupt the market, new types of partners are emerging. Partner programs must adapt and evolve to stay relevant in the modern partner ecosystem.

Exago CEO Mike Brody and his Director of Sales, Bill Piacitelli, have over fifty years of management experience between them. I sat down to learn their strategies for navigating sales slowdowns and came away with five pieces of advice worth their weight in signed contracts.

Up to now, we haven’t heard much about Blockchain disrupting the channel. That may be about to change with a company called Maxcentive.

Cold calling is an artifact of early B2B selling where both the caller and recipient loath it. Companies build entire infrastructures to thwart it. Cold calling advocates have no more value-creating means of finding a prospect.

Partnerships are just that: partnerships. Sounds trite, but in my past experience, many organizations forget the fundamentals of good partnerships and by extension good partner programs. Large, public companies have been built on the backs of strong partner programs, so it’s good to take a critical look at what they are composed of.

When the ship is sinking, you cannot see shore, and there are not enough lifeboats!