Channeltivity

As the year comes to a close, we want to take a moment to acknowledge how grateful we are for: 🙌 Our fantastic customers, who help us push the envelope on what's possible in a PRM 🙌 Our incredibly smart network of SMEs, who've contributed to multiple blog posts 🙌 Our staff, who work so hard to launch new Channeltivity features and provide excellent customer service Thank you all for your support, and we hope you have a lovely holiday!

The meaning of "channel partner" can vary from company to company. But the *most general definition* of a channel partner is: An individual or organization that sells, distributes, or delivers a vendor’s products to end customers. Why not sell direct, you ask? Well, many companies that use channel partners do still sell direct. They just use channel partners to expand their reach even more — to geographies or verticals that they don’t currently market to or have a harder time getting in front of with traditional marketing strategies. In our latest blog, we cover what channel partners bring to the table and what to look for as you build your channel partner program: https://lnkd.in/geXZ8bP2 Big thank you to our expert interviewees: Shanique Brophy at Rocketseed Tracie Crites at Heavy Equipment Appraisal David I. at Black Box Dr. Maria Knöbel MBBS BSc(hons) ARCS Dip BSLM IBLM MRCGP at Medical Cert UK Daniel Ndukwu at DoxFlowy John Simmons at InboxAlly What makes a great channel partner in your mind? Drop your thoughts in the comments — we'd love to hear from you!

Channel conflict? Yikes 😬 Two different partners start working the same deal. A potential customer wants to work with a different partner than the one you’ve already pulled into an opportunity. A customer wants to go direct with you and skip the partner altogether. We’ve all been in those situations…and probably don’t want to be in them again. That’s why we put together a guide to help you: 1. Avoid it 2. Handle it with grace Keep your partners happy: https://lnkd.in/gVFt-Qap

Do partners know what you’re offering them? 🤨 If partners don’t know that marketing resources, training programs, and incentives exist, they’re not going to use them. Make it immediately clear what partners have at their disposal by: ✔️ Pointing partners to training and certification as soon as they activate their portal account ✔️ Adding videos and content to your portal home page ✔️ Sending emails about new SPIFFs or other incentives ✔️Activating automatic emails to remind partners of expiring leads and MDF funds You can do all that — and more — in a PRM like Channeltivity. Learn how you can level up your partner engagement: https://lnkd.in/d9xG_aHJ

Is your program getting the credit it deserves? 😟 Not every executive understands the importance of partnerships. But there’s something every executive does understand. A chart that goes up and to the right. 📈 But to get that, you don’t have to juggle and pivot multiple Google sheets to prove your point. You just need a PRM like Channeltivity. Channeltivity automatically tracks partner referrals and deals for you. All you have to do is pull a report. Want a sneak peek of our analytics features? Sign up for a demo: https://lnkd.in/e6w8hkY

Here’s an idea: Pay it forward. Your reasons for starting a referral program may be selfish: 💰 Lower CAC 💸 Bigger deal size 👌 Easier sales cycle But to achieve that, you need to be a little selfless. Give partners something valuable upfront — a lead, MDFs, the stage at your conference. Not sure what to give them? Ask. And then track the flow of referrals in a tool like Channeltivity. Want more advice? We’ve got more from four professionals who’ve nailed the art of referrals. Get their tips: https://lnkd.in/gdZZVptU

Are your referrals easy breezy? Though it may seem like it, a referral isn’t always a low lift. Partners have to do some prep work to make sure: — Your product or services are a good fit — The prospect has genuine interest and need — Their point of contact is the right person to chat with your sales team So why not make the paperwork part easy? In Channeltivity, partners can send a referral in just two steps: 1. Generate a referral link 2. Send it off to prospects to fill Want more of that simplicity in your partner process? Get a demo: https://lnkd.in/e6w8hkY

It’s tempting to onboard all kinds of partners. 💸 Resellers can put a portion of your revenue on autopilot. 🗣️ Referral partners can connect you to prospects you may not otherwise have been able to access. 🌎 Distributors can take on sourcing, procurement, payment, and all the liability that comes with it. But having too many irons in the fire can spread you and your team too thin. So, how do you strike a balance? A PRM can help. Channeltivity, for example, automatically tracks partner behavior — showing you how seriously (or not) each partner is taking the relationship. Having their overall performance at your fingertips helps you double down on the types of partners that actually move the needle. Want to see how it could help you? Book a live demo with our team: https://lnkd.in/e6w8hkY

We are incredibly grateful to our lovely customers and loyal followers. We appreciate your continued support! Enjoy your Thanksgiving break 😊

Often, partners are compensated heavily for the deals they register. So why is it so hard to get them to do it? Most deal registration issues boil down to: 👎 Misaligned incentives 👎 Poor partner recruitment 👎 Inconvenient deal registration intake 👎 Lack of vendor-partner communication The good news is that all of those problems are preventable (and fixable!). We’ve put together a list of 7 steps to develop an airtight deal registration process — or streamline an existing one — with tips from partnership pros sprinkled in. Want a process that actually works? Get deal reg right: https://lnkd.in/gMSBWdE4