Channeltivity

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

We’re letting you in on a little secret ?? You don’t have to dread QBRs. Yep, you read that right. The seemingly innocuous but almost impossible questions execs ask? You can preempt them. ??♀? The glaringly behind partners? ? You can avoid having to present them. ??♀??The pushback from sales about a lack of qualified leads? ? You can prevent that. Channeltivity business plans are the answer. Business plans hold your partners accountable for meeting specific KPIs — every month, quarter, or year. These can be training goals, deal reg goals, MDF goals, you name it. And because they’re all stored in one centralized platform, you can proactively check on partner progress at any point in time from anywhere, sending reminders, adding extra incentives, doing whatever you can to make your EOQ recap a good one — without pulling an all-nighter. Sharpen your strategy: https://lnkd.in/gFeyga-H

Partner enablement managers don’t often get a lot of credit. ^ Quite the understatement, right? Partner enablement managers are responsible for helping your partners better understand your product or service. And without that, partners couldn’t be making sales or teeing up qualified leads. To do that effectively, partner enablement managers not only need to know your ICP, your product’s ROI, your marketing messaging, and your partner program rules inside and out, they also have to be able to explain all that to your partners — in a way that doesn’t overwhelm or bore them. That’s a tall order. But these diamonds in the rough are out there. With the help of two partner enablement pros, Alex Sunseri, MBA and Morten S?ger we explain: ? Why partner enablement managers are so critical to a successful program ? What to look for in a partner enablement manager ? What good enablement looks like — both when your partner program is just getting its sea legs and when it’s on solid footing Get the full scoop: https://lnkd.in/gT4vUD3y

Tired of asking ChatGPT, “What is a _____ partner?” …and still not understanding what that type of partner does? We’ve got you. Our guide to channel partners outlines: ?? The 6 most common partnerships ???Pros and cons ?? When to use each one And it comes with advice from partner pros who’ve engaged with each of them before. Get our cheatsheet (it’s not gated!) here: https://lnkd.in/gMvRQw22

Trying to manage your partner progress in a series of spreadsheets is a pain and a time suck. Why not have your PRM do it for you? Channeltivity comes with: ???A drag-and-drop dashboard builder with views for you and your partners ?? Native reports for every module (including custom fields) ?? Built-in pivot tables and filters for deeper analysis ?? Saveable views you can export to Excel Wondering how much time you can save with reporting automation? Book a demo of Channeltivity today to see for yourself: https://lnkd.in/e6w8hkY

Channel partnerships are supposed to be a win-win. Yet, too often, we think more about what we will get out of a partner than what we’re bringing them. ?? As you plan out new incentives, always put your relationships with reputable channel partners first. Are your rewards really worth the time and effort partners have to put in to get them? Is there enough low-hanging fruit to get partners selling your product or service from the get-go? This mindset is especially critical in channel marketing — and that’s one of your partners’ first impressions of your commitment to their success. Will they care enough about winning a sponsored happy hour to bring in qualified deals? Is there another incentive they want more? Learn what channel marketing strategies actually motivate partners and reel in leads: https://lnkd.in/gd_c6nK4

A reminder: not all partners are the same. And trying to engage every partner the same way is like trying to fit a square peg into a round hole. It just isn’t going to work. As Brian Wichinski, Director of NA Channel Sales, Partner Development, and Alliances at Cloudian Inc, points out: “The trick is to make several engagement paths for each of your most valuable partner types that match their maturity and business model.” Want to share your channel advice? Comment below or DM us — we're looking for more folks to interview for the Channeltivity blog!

Are you tracking your MDF ROI? ?? Co-marketing is expensive, so you want to make sure you get the most bang for your buck. Channeltivity allows partners to tie MDF activities directly to their deal registration pipeline, showing you exactly which activities contributed to qualified leads. On the backend, admins can see: ? Registered deals: How many MDF-linked deals were registered by a partner or distributor. ? Won deals: How many of those deals made it to closed-won (and the average amount of those deals). ??Generated revenue: The combined total amount of closed-won deals. ? ROI: How much you made on MDF-linked deals in comparison to how much you spent on co-marketing (generated revenue / total MDF reimbursement). Want to see Channeltivity’s MDF ROI feature in action? Book a demo today: https://lnkd.in/e6w8hkY

Say “channel conflict” to a partner leader, and you’ll send shivers down their spine. ?? — 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. The list goes on. Though channel conflict may be inescapable, there are ways to minimize it. In our latest post, we review the types of channel conflict you may find yourself in, how to avoid those situations, and strategies to overcome conflict when it inevitably arises — with advice and anecdotes from partner experts at Cyera, BackupVault, Grititude, Lewis Rhodes Labs, Inc, Spur Reply, and vcita weaved in. https://lnkd.in/gVFt-Qap Big thanks to these folks for their input! Courtney Broadwell Stacy Desrosiers Felix Milshtein Trish Rilling Morten S?ger Rob Stevenson Raegan Wilson, MBA

The ultimate engagement goal is to help partners become self-sufficient — to teach them how to fish. Trish Rilling, Founder of Grititude, couldn't have said it better: "The faster they can make money without hand-holding from a vendor, the more business they will chase and close." Let us know your take on partner engagement below ??