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Channel Partners
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Resellers, Referrers, Distributors: Types of Channel Partners
A plain guide to the main types of channel partners and what each one does for a vendor.
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Partner Relationship Management Explained
What partner relationship management is, what a PRM covers, how it differs from CRM, and how to start.
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Partner Onboarding: A Checklist for the First 90 Days
A 30-60-90 day partner onboarding checklist covering access, enablement, first pipeline activity and the measures that show whether partners are…
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Partner Enablement: Training and Resources Partners Need
What partner enablement covers, how to build role-based onboarding, which resources partners need and how to measure results.
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Planning a Channel Sales Strategy Step by Step
A step-by-step plan for building a channel sales strategy: partner profile, support offer, shared metrics, staffing, onboarding and enablement.
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Finding and Recruiting the Right Channel Partners
How to run channel partner recruitment: build an ideal partner profile, source candidates, screen them and onboard for results.
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Channel Partner Programs: How They Are Designed and Run
A practical guide to designing and running a channel partner program: tiers, benefits, rules, onboarding, enablement and measurement.
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Designing Incentives That Motivate Channel Partners
A practical guide to designing channel partner incentives that partners actually respond to, from rebates and SPIFFs to MDF and…
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Channel Conflict: Causes and Ways to Reduce It
What channel conflict is, why it happens between partners and direct sales, and how to reduce it.