Best channel partner programs

With more and more data at your disposal it can be difficult to choose which metrics to focus on. Luckily, Relayware have put together a webinar that outlines 5 key metrics to measure your channel marketing and sales efforts against. The webinar is presented by leading experts at Relayware including Jim Somers, CMO; Tim Harmon, VP, Customer Success; and Chris Bucholz, Director of Content.

Many of today’s channel partner programs are stuck in a rut. lacking the focus and strategic action to capture the attention of the modern buyer. This ebook from Zift Solutions unlocks the six secrets of high-performance channel marketing, examining how industry leaders are developing and maintaining effective channel partner programs through proper partner targeting, multi-tactic marketing approaches, uncovering hidden opportunities, measuring success with analytics, and more.

Incentives can help to boost enagegemt with your partners. However the best way to incorporate incentives into your partner strategy is up for debate. In this ChannelChat video Alicia Florletta and Dan Hawtof of Blackhawk Engagement Solutions talk through some incentive best practices and provide some actionable tips.

Intrapreneur and business model innovator, Daniel Nilsson developed a thorough guide on how to set up a winning channel partner program which can be viewed on SlideShare. In the guide Daniel outlines his 12 step partner program methodology. Extensively researched and well presented, the guide covers topics like success factors for partner sales, partner motivation drivers, frameworks, and the internal systems you will need. The guide is a great resource for those companies embarking on a channel partner program, while those who already have established partner programs should also read Daniel’s guide to see how their programs line up with these best practices.

Attracting qualified partners isn’t as simple as it once was. Today, partners have a plethora of options available to them, meaning they have more power in selecting vendors offering more attractive incentives. Vendors, on the other hand, are often inclined to keep incentive programs simple to avoid the overhead costs and organizational challenges associated with handling and paying claims for more complex incentive offerings. But by simplifying your incentive offerings, you’re taking the risk of losing potentially valuable partners to your competitors who may offer inferior products but are putting forth the effort to make the incentive structure attractive and valuable for partners.

Channel sales strategy programs – implemented and managed effectively – allow today’s growth-driven enterprises to gain market share, increase brand awareness, and remain competitive even in the most saturated niches. Your channel sales strategy program should run like a well-oiled machine, allowing you to focus on strategy and growth rather than putting out fires and managing ineffective partner relationships.

While it’s important to find the right partner fit, even those partners who closely meet your criteria will have some distinct differences. In essence, your channel partners should be treated as you’d treat a valued customer – providing them with relevant, timely information that incentivizes a desired action. In this case, your goal is to motivate partners to perform and drive revenue, rather than make a direct purchase.

A big factor in the success of any channel sales program is supporting your partners. In order to do that well, you need a channel sales champion – someone responsible for the oversight and management of partner relationships who, either solely or through the management of a partner support team, ensures that partners are equipped with the training, tools, and incentives that cultivate the growth of the program and strengthen relationships between your company and your most valued partners. Without this key oversight, your channel program may fall through the cracks and leave partners feeling unsupported and unmotivated.

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A partner program, which may also be referred to as channel partner program or alliance program, is a business strategy that vendors use to encourage value-added resellers (VARs), managed service providers (MSPs), consultants, systems integrators (SIs), original equipment manufacturers (OEMs), independent software vendors (ISVs) and distributors to recommend or sell the vendor’s products and associated services.

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With just a few weeks to go there are still plenty of customers that could do with the channel's help when it comes to being on .

Dell EMC today provided a preview of the new and highly anticipated Dell EMC Partner Program, set to formally become effective in February 2017. Designed in collaboration with partners and drawing from the best aspects of the former Dell and EMC partner programs, the Dell EMC Partner Program will provide unprecedented business opportunity for partners and reaffirms Dell EMC's strong commitment to the channel. Built on three core tenets—to be Simple, Predictable and Profitable—the new program will ensure partners have ample opportunity, business confidence and commensurate profitability regardless of their program tier.

Dell EMC, a part of Dell Technologies, enables organizations to modernize, automate and transform their data center using industry-leading converged infrastructure, servers, storage and data protection technologies. This provides a trusted foundation for businesses to transform IT, through the creation of a hybrid cloud, and transform their business through the creation of cloud-native applications and big data solutions. Dell EMC services its customers – including 98 percent of the Fortune 500 – with the industry's broadest, most innovative infrastructure portfolio from edge to core to cloud.

The Dell EMC Partner Program will go live February 1, 2017, with further details being announced in the coming months.

“The new program provides partners with clear opportunities for growth,” said Cyndi Privett, Principal, Viewpoint Research. “There is an obvious emphasis in further developing and investing in partners and protecting their investment in Dell EMC through the program - this should serve Dell EMC and its partners and customers well.”

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Learn about the different VMware partner programs requirements and benefits and see which program is best for you. The VMware Partner Network is the framework for collaboration between VMware and our partners to ensure our mutual success.