Reseller Channel

  • The 5 Elements Of An Award-Winning Channel Marketing Program
    The 5 Elements Of An Award-Winning Channel Marketing Program

    Building a successful channel marketing program that drives a strong return on investment is no easy feat. One of the biggest challenges is the lack of partner marketing skills and resources in the channel. Many partners don’t have the time or the know-how to execute even the best campaigns.

  • Channel Strategy: More Than Just Your Products
    Channel Strategy: More Than Just Your Products

    The sale of software products often happens through a channel of resellers. Selling through a channel of resellers, especially resellers that may be larger than you or associated with a major brand, can give your company the scale and your products the credibility that you otherwise could not. Furthermore, it can provide resellers with expertise in certain vertical markets and local expertise outside of your home market.

  • The 6 Elements Of Partner LifeTime Value And What They Mean For Your Business
    The 6 Elements Of Partner LifeTime Value And What They Mean For Your Business

    As a technology vendor using the Channel for productivity and market reach, have you ever asked, “How do I know if my channel partners are the right ones for my company, the absolute best partners? What should I be doing to strengthen loyalty with my channel partners, loyalty that results in better revenue growth and improvements in end-customer satisfaction? How do I improve technical resource sharing with my channel partners so that we are in close alignment and leverage our critical human assets?”

  • How to Create An Anticipatory Channel Organization
    How to Create An Anticipatory Channel Organization

    In this age of exponential growth and innovation, there will always be the disruptor or the disrupted. The difference between the two is those who anticipated the change will disrupt, and those who watched it pass by will be disrupted. Looking to the future has become more important than ever. Using an anticipatory mindset will help you determine which trends and changes you can capitalize on.

  • How To Find, Engage, And Inspire MSPs
    How To Find, Engage, And Inspire MSPs

    A boatload of partners have made the switch to the Managed Service Provider (MSP) model. They have transformed their one-off break-fix sales model to a full-blown recurring-revenue contract-based services business. Now the MSP is the one that is selling the product. They want to white labeling it and maintain control of the actual end user for the entire relationship. That means getting comfortable with the fact that you may never know who your end customer is.

  • The Secret To Recruiting The Right Reseller Channel Partners
    The Secret To Recruiting The Right Reseller Channel Partners

    Before you invest time, money and team resources in recruiting partner contacts, make sure they work for the right partner companies that align with your products.

  • 3 Reasons To Accept Your Next Customer Conference Invite
    3 Reasons To Accept Your Next Customer Conference Invite

    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.

  • How To Successfully Build A Channel Program
    How To Successfully Build A Channel Program

    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.

  • Talking Growth With The Fastest-Growing Software Company Ever Built On The Salesforce App Exchange
    Talking Growth With The Fastest-Growing Software Company Ever Built On The Salesforce App Exchange

    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.

  • 5 Habits For Overcoming The Summer Slump
    5 Habits For Overcoming The Summer Slump

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

  • 4 Critical Areas Where Your Channel Program Can Break Down
    4 Critical Areas Where Your Channel Program Can Break Down

    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.

  • How To Leverage Partners To Drive Customer Success
    How To Leverage Partners To Drive Customer Success

    Customer success is more important than ever with the transition to the Software-as-a-Service (SaaS) model. SaaS vendors are learning to use partners to drive new sales. But most have not yet realized the important role partners can play in customer success. 

  • Why Do SaaS Companies Waste 95% Of Their Marketing Dollars?
    Why Do SaaS Companies Waste 95% Of Their Marketing Dollars?

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

  • Why Customer Onboarding Is Crucial In B2B SaaS
    Why Customer Onboarding Is Crucial In B2B SaaS

    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.

  • Considerations For Implementing A Subscription Software Model
    Considerations For Implementing A Subscription Software Model

    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.

More Reseller Channel Advice

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