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In our experience, channel conflict most frequently occurs for one of two reasons: friction in the channel and poor lead traffic management. Read More

A brief overview of the most prevalent types of channel conflict and how modern companies are using PRM practices to minimize them. Read More

Managing a sales force—whether it is your company’s own team or the members of your dealer network—requires a constant eye on the numbers. Read More

How can you direct your channel partners’ attention toward your products and the best practices for selling them? Read More

Common problems that hamper channel sales performance and the success of the indirect sales channel. Read More

Your channel partners are as concerned about increasing sales as you are. Give them the tools to sell your products and satisfy their customers, and your business will grow along with theirs. Read More

Within a PRM system, indirect sales channel partners will have the ideal venue to provide your company with feedback from the sales front lines, offer suggestions on product and process improvements, and ask questions – all critical elements for collaborative and supportive channel partner relation Read More

The use of Market Development Funds (MDFs) is a proven strategy to increase sales through the channel, but for best results, the funds must be deployed intelligently. Read More

The same strategies your company uses for motivating its direct sales force do not necessarily apply to the members of your indirect sales network. Read More

If your company has chosen to implement PRM software to manage its channel partner relationships, your first step should be to validate the capabilities for your channel management software solution. Read More