Why You Should Replace Your Excel Sheets With A BRM Tool
Account managers can use Excel sheets to manage information related to their partners. For instance, you can easily dedicate rows to take note of the account type, turnover rate, and account manager in charge. You can also collaborate with other partners by importing the files to Google Sheets. If you’re a small business with a […]
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Best Practices for Partner Plan Execution
Is it really impossible to get our partner plans executed? In all likelihood, experienced partner managers have seen a lot of partner plans during their careers. However, the struggle lies in the execution of these plans which are often a big challenge. I’m sure you’re very familiar with the feeling of excitement that comes with […]
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Partner Mission and Vision
Organizations often establish partnerships with other companies—but they don’t always end in success. In the beginning, channel account managers and partners struggle to optimize their processes and tools. As the popular saying goes, “Time is money”. Thus, the parties involved rush to achieve alignment as fast as possible. And a lot of them struggle to […]
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Why Should You Make A Partner or Account Plan?
Why Should You Make A Partner or Account Plan? Partner and account plans are often used to provide structure for sales and create a blueprint for you and your partner’s success. A lot’s been written about how to create good partner or account plans and their characteristics. We’re sure you’ve created your own account plan […]
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Partner Planning The Right Way For Account Managers In Indirect Sales
Partner planning is key for your account managers and indirect sales partners. But how do you ensure that a partner plan is not just paperwork by the end of the year? What do you need to do to make this administrative process significant? In this article, we’ll discuss the common mistakes with partner planning and […]
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Why More Sales Reports Don’t Boost Sales Performance
The sales data that we need is right at our fingertips. Salespeople have an abundance of CRMs (Customer Relationship Management), BRMs (Business Relationship Management) and PRM (Partner Relationship Management) tools that they can rely on. CEOs and executives can even get a weekly overview of the performance and progress of each team through hundreds of […]
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How Channel Account Managers Can Build The Right Partner Business Plan
Channel account managers using a territory management process often build partner business plans and have a list of partner leads that they can contact on a regular basis. Whether they’re targeting partners from a specific industry, location, or company, they’ll manage to collect email addresses and contact numbers to cover their sales territory. Unfortunately, not […]
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How to get a comprehensive overview of channel operations & get everyone on the same page
Too many meetings are spent on long debates to solve channel operations issues. Team members could emphasize the same point over and over again and you may struggle to get everyone on the same page. In the end, precious time is lost and the discussion does not lead to a noteworthy conclusion. This situation could […]
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Why You Need To Focus On Building Strategic Alliances In The New Era Of Sales
Traditional sales models are outdated in the current era. In recent years, we’ve seen a rapid change in the sales industry brought about by technological advancements and the innovative business landscape. According to insights from Bain & Company, here are some of the major developments in the modern sales industry: A digital footprint is a […]
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How to build a roadmap for business transformation in the sales industry
In our previous blog posts, we discussed the importance of building strategic alliances and getting an overview of your channel operations. For the next stage, we’ll teach you how to execute the ideal business transformation. To get your desired results, conduct a pragmatic gap-analysis and a one-page roadmap—then get your partners and stakeholders involved. Let’s […]
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