Reseller Channel

  • 6 Mistakes Software Companies Make With Channel Programs
    6 Mistakes Software Companies Make With Channel Programs

    Building an indirect sales channel is not easy, and it takes time and effort to do this correctly. In building our channel at MicroBiz, here are a few lessons we learned.

  • 3 Ways To Boost Channel Sales Through Better Marketing Content
    3 Ways To Boost Channel Sales Through Better Marketing Content

    The right content can transform sales reps into teachers. They become sources of information, rather than someone who simply repeats a tagline. They become problem solvers who understand the challenges that their prospects face. They become coaches who are equipped to understand their prospects’ strengths and weaknesses—and encourage them to think differently. And by championing the right content, they become thought leaders.

  • Excite, Enable And Execute: The Critical Role Of Partner Engagement
    Excite, Enable And Execute: The Critical Role Of Partner Engagement

    Success comes in many forms, but a significant area of importance for business growth is the building and maintenance of collaborative partnerships. If a small business is built on a model that cannot sustain more than a handful of clients at any one time, how do you scale?

  • 5 Ways To Ignite Revenue Growth For Your Company
    5 Ways To Ignite Revenue Growth For Your Company

    If you want to dramatically grow your revenue you need to determine what will propel or ignite your company’s revenue growth. What are the critical elements of your go-to-market strategy and plan that will make the difference for you? What do you have in place and what is missing? Are you operating on all cylinders? Let’s review five ways you can ignite your revenue growth and innovative best practices which you can implement today.

  • Channel Enablement Definition – What Is Channel Enablement?
    Channel Enablement Definition – What Is Channel Enablement?

    A channel enablement definition is: utilizing resources to ensure that channel sellers have all the tools they need to be successful—and that the organization can track the success of their efforts—to increase operational efficiency and improve alignment. What is channel enablement exactly? Channel enablement has emerged as a leading concern for organizations that rely heavily on partners to sell and market their products and services.

  • Why Sales Reps Aren’t Using Your Channel Management Software
    Why Sales Reps Aren’t Using Your Channel Management Software

    We hear it all the time. The sighs of exasperated channel account managers and channel marketing managers who toil away implementing and maintaining legacy PRM systems that are rarely, if ever, actually used by their partners’ sales reps.

  • 13 Questions To Help Decide If The Channel Sales Model Is Right For You
    13 Questions To Help Decide If The Channel Sales Model Is Right For You

    If you want to sell through the channel, you begin with a pre-departure checklist. I know it sounds tedious, but it’s not a waste of time. In fact, you may get to know your company better by going through this assessment.

  • 30 Of The Best SaaS Partner Programs And Why They Are So Good
    30 Of The Best SaaS Partner Programs And Why They Are So Good

    These 30 top SaaS providers run the best partner programs in the business—here’s how you can do the same.

  • Channel Sales Are Like A 3-Ring Circus
    Channel Sales Are Like A 3-Ring Circus

    Here’s how to shine the spotlight into your ring, reduce the distractions, engage channel sales reps one on one and drive more revenue.

  • Building A Partner Program At LogiGear
    Building A Partner Program At LogiGear

    Lina Parness runs the Alliances and Partnerships program for LogiGear and has more than 15 years experience helping companies expand partner programs and business development channels. She took time to speak with Software Business Growth about how she helped build the Partner Program at LogiGear, as well as the unique challenges that come with working with large partners such as Oracle.

  • Maximizing VAR Success Means Getting Involved
    Maximizing VAR Success Means Getting Involved

    One of the worst mistakes a company can make is to believe an external sales team needs no training or close interaction — that you can just sign a reselling agreement and then go back to business as usual while strangers make your offerings fly off the shelves. But trusting an external team like a Value Added Reseller (VAR) with your work is like trusting a babysitter with your children. You can just rush out the door and hope the kids are in one piece when you get home, or you can work with the sitter to develop a plan for the best, safest, most enriching experience. The more involved a software manufacturer is with their VAR team, the better that team understands the value propositions your solutions deliver – and the better equipped they are to make consistent, lucrative sales.

  • 3 Ways To Build A Sales Channel If You Have No Customers, Revenue, Or Resources
    3 Ways To Build A Sales Channel If You Have No Customers, Revenue, Or Resources

    As a channel sales consultant, I sit down with various high-tech companies interested in creating a channel. Many of these businesses are startups or SMBs and their ability to even begin to build a channel can be a challenge. They lack customers, revenue, and/or sufficient resources to build out a proper infrastructure. So, how can they make revenue to support this endeavor, find partners willing to work with them, and provide the leads necessary to get the program off the ground?

  • The Path(s) To Equipping Your Channel Partners For Success
    The Path(s) To Equipping Your Channel Partners For Success

    Vendors looking to go above and beyond in their business have likely considered building out a channel partner program, and if they haven’t, they should. Channel partners can help vendors access new markets, reach new buyers, extend their pool of resources and rev up revenue — driving growth and bringing in the numbers vendors want. Despite the quantitative benefits and the easy assumption that more is better, when it comes to leveraging the channel optimally, vendors must remember that if quality doesn’t trump quantity, it certainly enables the abundance of positive results.  

  • Ride The Sales Wave... With Onboarding
    Ride The Sales Wave... With Onboarding

    The definitive outcome in a successful channel partnership is to engage and motivate their reps to push your product above the rest on a continuous basis.

  • How To Boost Channel Sales & Clean Up Your Partner Pipeline
    How To Boost Channel Sales & Clean Up Your Partner Pipeline

    The best, most successful channel partnerships are built on a strong foundation that consist of establishing a business plan, educating, and training on the product or service, and ensuring a clear vision and mutual understanding of goals—from day one.

More Reseller Channel Advice

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