White Paper 7 Questions You Should Be Asking About Your Channel Sales Incentive/Loyalty Program, & The Platform & Services That Power It

Size: px
Start display at page:

Download "White Paper 7 Questions You Should Be Asking About Your Channel Sales Incentive/Loyalty Program, & The Platform & Services That Power It"

Transcription

1 7 Questions You Should Be Asking Sales Incentive/Loyalty A Compelling Case For Optimizing Your Solution Now

2 A Compelling Case For Optimizing Your Solution Now Your current sales incentive and loyalty program fit your needs very well when you first implemented it. But with changes in market dynamics, competitive pressures and tight business margins; your sales and channel distribution strategies have likely evolved substantially. Is your current sales incentive program (including your software platform and management services), meeting your needs and enabling your go-to-market strategy? Here are seven questions you should ask to determine if it s time to look at some new alternatives. Have your expectations for revenue coming from channel partners changed? Are you expecting a greater proportion of your revenue to come through sales channels? Are you recruiting additional partners and growing your overall partner organization? Have you shifted focus from SMB to enterprise or vice versa? Strategies change. Channel organizations need to be in sync with the strategy. To optimize partner engagement and drive the kind of loyalty and revenue that results in partners consistently choosing to lead with your products; your partners must be inspired, educated, enabled, recognized and rewarded. And it does not stop with launching a program by communicating it to the owner/manager of a sales partner. Can you reach out to the sales reps directly, the ones on the street, and motivate them? Do your sales incentive and loyalty program, platform and services truly support your needs?

3 Does your sales incentive program drive measureable improvements in engagement, loyalty and revenue at the reseller and reseller rep level? Quite simply, are you getting the results you want? Or does your program feel somewhat broken, in need of a tune up, or perhaps a major overhaul? Perhaps the market has changed, competitors have changed the rules, and sales are slowing or share is at risk. Are your incentives compelling? Do reseller reps feel educated, confident and effectively rewarded to sell your products to their customers, when they have a choice? If your sales incentives are not driving the results you need, you can t afford to make small adjustments and have great expectations. Does your platform deliver professional insights and actionable analytics? Can your sales incentive platform easily report on the many thousands of sales transactions occurring every month, right down to the reseller, rep, product and customer level. Are you effectively harnessing the power of the data and arming sales leadership, marketing leadership, and channel sales team to make better decisions and win? Is the data from your sales incentive and loyalty program being used by your Channel Sales Team (Partner Account Managers, Partner Business Managers, etc.) to enable them to exceed their quotas? Do you have performance data on each rep and each reseller partner, or is your data only at the distributor level? Your channel sales team can improve their effectiveness managing partners and driving revenue with a deeper understanding of the strength and focus of the reps in the field working for their resellers. Where is coverage weak? Which end user customers have been buying your products? Where are the opportunities? Where are the gaps? Does your rewards program enable you to influence the behavior of the reseller reps so that they will sell more of the products you want them to sell? Are cross-sell, upsell and attach rates improving? Are the reps well trained to sell the products you want them to sell? Are the reps effective at selling broadly across the entire product line? Do you know which reps are effective and which are not? Resellers tell us that when vendor incentive programs change from month to month and quarter to quarter and seem entirely disconnected, that the reps just don t get onboard. They won t make the long term commitment you need when they only see a short term focus from their vendor.

4 Can you measure the effectiveness of your product/value proposition training programs in terms of revenue impact? Sales reps that believe in your vision and truly understand the value of your products and services will confidently represent you. Recognize and reward their commitment to investing their time to learn your products. Your sales incentive platform should help you understand the relationship between well trained sales organizations and the sales they deliver for you. Is your investment in training driving the returns you expect and need? Is your program easy to administer and cost effective? Breakage: Some loyalty companies charge the program sponsor, immediately for all reward dollars or points earned. Unredeemed points that become the profit of the loyalty company is the breakage. With ChannelAssist, there is no breakage. Zero! Timely, error-free processing of claims against sales incentives and reward fulfillment is absolutely critical. Fall short and you lose credibility, and your resellers shift their focus, potentially to a competitor that can deliver on the commitment of their reward program. Whether you have thousands of claims for sales incentives or hundreds of thousands, you need to deliver on the commitment. Sales reps can t afford to spend their time chasing claims for sales incentives and their sales managers, will not tolerate it! And internally, you re faced with compliance issues, operations processes, international funds transfer, bank card processing. What is your estimate of the error rate associated with your incentive payments? What is your SLA for validating sales claims and fulfilling rewards, and do you consistently meet it? Does your current rewards provider charge you for breakage? Does your sales incentive & loyalty platform facilitate one-to-one communication with the reps in your sales channels? You have developed clear messaging supporting your go-to-market strategies and channel strategies and the all-important what s in it for me message for your distribution partners and their reps in the field. You need to deliver and reinforce that messaging without it getting filtered. Plus you are competing for mindshare and time with everyone else that want to deliver messaging to the very same partners and reps. Does your platform enable communication to the reps that you need on your side? Can you continue to build the relationships you need. And perhaps the ultimate question

5 Could You Be Making More Money? Is it time to evaluate other options? ChannelAssist s software and services enables companies like yours to drive sales channel engagement and revenue, and build loyalty from the partner sales rep level up. Every month, ChannelAssist s platform and services powers sales incentive and channel partner programs that deliver thousands of education modules, process hundreds of thousands of sales incentive claims and support thousands of sales reps working for channel sales partners including distributors, resellers, and agents across North America. Take the next step and call to discuss your channel goals and how we might help you optimize your programs and accelerate results. Call us at (ext.8987) or us at With over a decade of experience, ChannelAssist has helped companies grow their revenues through solid business strategies and solutions. We work with companies of all sizes, from startups to Fortune 500 that require leading-edge, result driven solutions to maximize their revenues and channel relationships ChannelAssist Inc. All rights reserved.

Callidus Software Investor Presentation Name: first, last Leslie Stretch CEO Date Ron Fior CFO

Callidus Software Investor Presentation Name: first, last Leslie Stretch CEO Date Ron Fior CFO Callidus Software Investor Presentation Name: Leslie Stretch first, last CEO Date Ron Fior CFO Safe Harbor Statement Some of the comments we will make today are forward-looking statements. They are based

More information

The Five Disciplines of Channel Management

The Five Disciplines of Channel Management The Five Disciplines of Channel Management Drive Your Partner Investments to a Competitive Advantage and Improve Your Company s Efficiency and Effectiveness Executive summary In today s business environment,

More information

Deliver Community-Powered Commerce to Optimize Revenue

Deliver Community-Powered Commerce to Optimize Revenue SAP Brief SAP Jam SAP Jam Communities Objectives Deliver Community-Powered Commerce to Optimize Revenue Drive revenue with community content optimized for commerce Drive revenue with community content

More information

Partnership. Program

Partnership. Program Partnership Program sales-i is one of the best technology investments you can make. - Donnie Eatherley, P&E Distributors sales-i is looking for the leaders in technology, industry associations and buying

More information

Armchair Quarterbacking in Sales Organizations

Armchair Quarterbacking in Sales Organizations Armchair Quarterbacking in Sales Organizations A fresh look at optimizing the sales force Michael T. Spellecy, Corporate Vice President and Managing Consultant, Maritz 2012 Maritz All rights reserved Abstract

More information

Relationship management is dead! Long live relationship management!

Relationship management is dead! Long live relationship management! XRM: From Fragmentation to Integration Executive Summary Relationship management is dead! Long live relationship management! But it s not just about customers anymore. The value chain has grown so long

More information

Online Presence: What SMBs Want

Online Presence: What SMBs Want Online Presence: What SMBs Want How to successfully provide digital offerings to your SMB customers April 2015 An ebook by Contents Introduction...3 5 Facts about what SMBs want from online presence...4

More information

Philip Bourne May 6 th, 2010 Chairman -CEdMA

Philip Bourne May 6 th, 2010 Chairman -CEdMA Company LOGO Maximising Sales Channel Performance A Practical guide to improving performance of internal and external sales channels Philip Bourne May 6 th, 2010 Chairman -CEdMA Know your level of involvement

More information

Your Complete CRM Handbook

Your Complete CRM Handbook Your Complete CRM Handbook Introduction Introduction Chapter 1: Signs You REALLY Need a CRM Chapter 2: How CRM Improves Productivity Chapter 3: How to Craft a CRM Strategy Chapter 4: Maximizing Your CRM

More information

10 Quick Tips for a Successful VAR Channel Program

10 Quick Tips for a Successful VAR Channel Program 1 10 Quick Tips for a Successful VAR Channel Program Improving sales efficiency and reducing the cost of sales is putting additional pressure on high tech companies to implement or improve their current

More information

PROS BIG DATA INNOVATIONS

PROS BIG DATA INNOVATIONS Unlock Your Data Unleash Your Sales 1 The Science Inside Big data innovations that are uniquely PROS At PROS, we talk a lot about our big data science, but what exactly is PROS Science? It is the output

More information

Callidus for Insurance

Callidus for Insurance White Paper Callidus for Insurance From Producer On-boarding to Pay for Performance: The Need for an Integrated Insurance Suite Does your organization have multiple legacy systems? How long does it take

More information

Channel Incentive Study- B2B Technology Industry

Channel Incentive Study- B2B Technology Industry Channel Incentive Study- B2B Technology Industry A CCI Report CCI conducted a study in Q4 of 2010 to assess the utilization of various incentive program types and their relative importance and/or effectiveness

More information

Opportunity or threat? How IT organisations should view the cloud - and respond

Opportunity or threat? How IT organisations should view the cloud - and respond White paper Opportunity or threat? How IT organisations should view the cloud - and respond For decades, IT consultants, resellers and integrators have proved invaluable to technology vendors. They've

More information

Protect your business and preserve your legacy. The 10 questions every business owner should consider.

Protect your business and preserve your legacy. The 10 questions every business owner should consider. Protect your business and preserve your legacy. The 10 questions every business owner should consider. Our top ten questions and answers While there are many Top Ten Questions lists published in the financial

More information

"Increasing the profits of the companies that pay for their employees to attend our seminars"

Increasing the profits of the companies that pay for their employees to attend our seminars Seminar Title: Duration: Fundamentals of Sales Management 3 Days Price: $2,695 Why Seminars by The Taylor Group? We have designed all of our seminars to focus on only one, key, objective: "Increasing the

More information

ACCELERATING PROSPECTS TO WINS REALIZING THE POTENTIAL OF CRM. by Carrie Camino & Jeff Finken

ACCELERATING PROSPECTS TO WINS REALIZING THE POTENTIAL OF CRM. by Carrie Camino & Jeff Finken ACCELERATING PROSPECTS TO WINS REALIZING THE POTENTIAL OF CRM by Carrie Camino & Jeff Finken Implement any new business system and you re bound to face some level of uncertainty and resistance. In order

More information

SALES EXECUTION TRENDS 2014

SALES EXECUTION TRENDS 2014 SALES EXECUTION TRENDS 2014 Dec 2013 Top Objectives & Challenges Facing Sales Leaders As organizations shift from maintenance mode to growth mode, and from enablement to execution, sales leaders must have

More information

ENGAGEMENT. Special Report ACCELERATION. Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST

ENGAGEMENT. Special Report ACCELERATION. Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST ENGAGEMENT Special Report ACCELERATION Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST Dreamforce 2014 Cool Tools & Wrap-up Report Special Report Salesforce s big news at this year s Dreamforce

More information

Recognize the five signs that your channel is underperforming and turn the situation around by engaging and empowering your resellers.

Recognize the five signs that your channel is underperforming and turn the situation around by engaging and empowering your resellers. Recognize the five signs that your channel is underperforming and turn the situation around by engaging and empowering your resellers. Your resellers success is critical to your own success. While there

More information

TECH DATA SECURITY. Your Trusted Security Advisors Across Today s Cyber Threat Continuum

TECH DATA SECURITY. Your Trusted Security Advisors Across Today s Cyber Threat Continuum TECH DATA SECURITY Your Trusted Security Advisors Across Today s Cyber Threat Continuum WHY TECH DATA SECURITY Cyber attacks mean serious business for you, don t miss out on this security opportunity.

More information

Twelve Initiatives of World-Class Sales Organizations

Twelve Initiatives of World-Class Sales Organizations Twelve Initiatives of World-Class Sales Organizations If the economy were a season, we are looking at an early spring after a long, hard winter. There is still uncertainty that it is here to stay, but

More information

Sales Channel Selection Criteria and Direct Sales Management

Sales Channel Selection Criteria and Direct Sales Management UCLA Anderson 2006 Global Access Program Sales Channel Selection Criteria and Direct Sales Management Prof. Bob Foster September 5, 2006 1 Sales Channel Selection How do I sell my products in the U.S.?

More information

Key Accounts How to Maximize Opportunities and Minimize Disappointments

Key Accounts How to Maximize Opportunities and Minimize Disappointments Key s How to Maximize Opportunities and Minimize Disappointments Key Key accounts represent a larger and larger share of the market and are becoming more demanding Many companies create some form of a

More information

Gigya Partner Program Overview

Gigya Partner Program Overview Gigya Partner Program Overview Gigya Partner Program Overview...2 Why Partner With Gigya?...2 Partner Types...3 Technology Partners Global System Integrators Global Marketing Agencies Solution Providers

More information

YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM

YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM Introduction WHAT IS CRM? CRM is much more than a buzzy acronym that s been tossed around the business and sales world for

More information

57% 30% 5.4 Stakeholders 53% 97% Customers are. Reps only retain. Average B2B purchase decisions have

57% 30% 5.4 Stakeholders 53% 97% Customers are. Reps only retain. Average B2B purchase decisions have Average B2B purchase decisions have 5.4 Stakeholders Customers are 57% through the buying process before they talk to the supplier Reps only retain 30% of training information within 1 week Cold calls

More information

Sales Forecast. From Misery to Mastery: How to Build a Better Sales Forecast Tim Stahley. Executive Summary

Sales Forecast. From Misery to Mastery: How to Build a Better Sales Forecast Tim Stahley. Executive Summary From Misery to Mastery: How to Build a Better Sales Forecast Tim Stahley Sales Forecast Executive Summary Effective sales forecasting is critical to the success of any company, yet many organizations continue

More information

Making the Business Case for Your Incentive Program. The content of this presentation is the property of the Incentive Marketing Association.

Making the Business Case for Your Incentive Program. The content of this presentation is the property of the Incentive Marketing Association. Making the Business Case for Your Incentive Program The content of this presentation is the property of the Incentive Marketing Association. 1 Making the Business Case for Your Incentive Program Developed

More information

THE STATE OF SALES EXECUTION

THE STATE OF SALES EXECUTION THE STATE OF SALES EXECUTION 2015 Trends Report Top Objectives and Challenges Facing Sales Leaders and Sales Teams Organizations in 2015 are continuing to make a fundamental shift toward more aggressive

More information

The Most Successful Route to the SMB Market

The Most Successful Route to the SMB Market The Most Successful Route to the SMB Market Plus: What SMB Partners are Asking for and How IT Vendors are Responding Computer Generated Solutions, Inc The Most Successful Route to the SMB Market Plus:

More information

Terrasoft represents the new generation of cost-effective and results-producing CRM vendors focused exclusively on the mid-enterprise and SME market.

Terrasoft represents the new generation of cost-effective and results-producing CRM vendors focused exclusively on the mid-enterprise and SME market. COMPANY Terrasoft represents the new generation of cost-effective and results-producing CRM vendors focused exclusively on the mid-enterprise and SME market. Founded in 2002, the privately held company

More information

OEM Strategic Sales Account Manager. Behavioral Traits of our Ideal OEM Strategic Accounts Sales Manager

OEM Strategic Sales Account Manager. Behavioral Traits of our Ideal OEM Strategic Accounts Sales Manager OEM Strategic Sales Account Manager Silex Technology America, Inc. Silex Technology America, Inc. (STA) is a wholly owned subsidiary of Silex Technology Inc. (STI), a $40M dollar, 35-year developer and

More information

Business Products Giant Implements PROS Big Data Solutions to Outperform

Business Products Giant Implements PROS Big Data Solutions to Outperform Customer Success Study Business Products Giant Implements PROS Big Data Solutions to Outperform Unlock Your Data Unleash Your Sales Executive SUMMARY COMPANY Multi-billion dollar business products wholesaler

More information

Channel Incentive Travel: A Case Study

Channel Incentive Travel: A Case Study The Benefits of Incentive Travel For Channel Partners Channel Incentive Travel: A Case Study A channel incentive travel program is a travel experience awarded from a manufacturer to a retailer for meeting

More information

The Power of Partnership

The Power of Partnership The Power of Partnership Welcome Market Leading Virtualization and Cloud Computing Solutions, Award-Winning Programs, Unparalleled Value By joining the VMware Partner Network (VPN), our comprehensive partner

More information

INNOVATING BY DOING BOTH : CISCO MANAGES CONTRADICTIONS THAT DRIVE GROWTH AND PROFIT

INNOVATING BY DOING BOTH : CISCO MANAGES CONTRADICTIONS THAT DRIVE GROWTH AND PROFIT STRATEGY AND LEADERSHIP MAGAZINE INTERVIEW INNOVATING BY DOING BOTH : CISCO MANAGES CONTRADICTIONS THAT DRIVE GROWTH AND PROFIT (Published on www.emeraldintelligence.com and in Strategy and Leadership

More information

Enhanced xsp Buying Program Channel Briefing

Enhanced xsp Buying Program Channel Briefing Enhanced xsp Buying Program Channel Briefing Press Release Symantec Announces Enhanced Subscription-based Licensing Programme for EMEA Partners Pioneering offering provides Symantec partners with new opportunities

More information

SAP Executive Insight. Best Practices of the Best-Run Sales Organizations Sales Opportunity Blueprinting

SAP Executive Insight. Best Practices of the Best-Run Sales Organizations Sales Opportunity Blueprinting SAP Executive Insight Best Practices of the Best-Run Sales Organizations Sales Opportunity Blueprinting Why are we talking about blueprints? After all, blueprints are used in the construction of buildings,

More information

right brain left brain harmony

right brain left brain harmony right brain left brain harmony The end - to - end content process How organisations can become better publishers Everyone is a publisher now The cost of entry is effectively zero Free tools Free platforms

More information

Customer Relationship Management: Tool or Philosophy?

Customer Relationship Management: Tool or Philosophy? Customer Relationship Management: Tool or Philosophy? A system cannot understand itself. The transformation requires a view from outside. - W. Edward Deming CRM a general perspective: A successful CRM

More information

CONSULTING RESEARCH TRAINING VOLUME 2 - ISSUE 10. Maximizing Channel Performance

CONSULTING RESEARCH TRAINING VOLUME 2 - ISSUE 10. Maximizing Channel Performance CONSULTING RESEARCH TRAINING VOLUME 2 - ISSUE 10 Maximizing Channel Performance The Miller Heiman Sales Performance Journal, Volume 2, Issue 10 Copyright 2007 by Miller Heiman, Inc. Printed and bounded

More information

Lead to Money: Aligning Finance with Sales and Marketing Processes

Lead to Money: Aligning Finance with Sales and Marketing Processes #LeadToMoney Sales Management Association Webcast Lead to Money: Aligning Finance with Sales and Marketing Processes 13 February 2014 Presented by Copyright 2014 The Sales Management Association. About

More information

Introduction to Integrated Marketing: LEAD NURTURING

Introduction to Integrated Marketing: LEAD NURTURING Introduction to Integrated Marketing: LEAD NURTURING Your company probably spends a lot of time and money generating qualified leads, but how many of those result in closed deals? The truth is, there s

More information

5 Key Components of Channel Management

5 Key Components of Channel Management Sales Benchmark Index 5 Key Components of Channel Management White Paper Unless your company sells exclusively to the End-User of your product, you participate in some degree of Channel Management. Whether

More information

1. You Need to Track EVERYTHING Religiously.

1. You Need to Track EVERYTHING Religiously. The 3 Main Things I ve Discovered After Making $2.1 Million Dollars in Revenue, Converting over 300,000 People into Leads, and Driving Millions of Visitors to My Landing Pages The Past Few Years 1. You

More information

www.channelmanagement.com

www.channelmanagement.com Exploiting the Benefits of Lead Referral Programs as a Profitable Marketing Tool WHITE PAPER Referral Programs are an increasingly popular resource for marketers to add new sources of revenue or to streamline

More information

INDUSTRIAL DISTRIBUTOR CONTROLS DISCOUNTS TO PUSH MILLIONS TO THE BOTTOM LINE

INDUSTRIAL DISTRIBUTOR CONTROLS DISCOUNTS TO PUSH MILLIONS TO THE BOTTOM LINE Customer Success Study INDUSTRIAL DISTRIBUTOR INDUSTRIAL DISTRIBUTOR CONTROLS DISCOUNTS TO PUSH MILLIONS TO THE BOTTOM LINE Pricing agility and discounting controls generated nearly $4 million above target

More information

DELIVERED WITH LOGIC.

DELIVERED WITH LOGIC. DELIVERED WITH LO. MANAGE YOUR BUSINESS, DRIVE GROWTH, AND ADAPT TO CHANGE Delivered with Logic. ogic. ogic, Inc. is a SAP Business ByDesign master valueadded reseller and solution and implementation partner.

More information

Setting smar ter sales per formance management goals

Setting smar ter sales per formance management goals IBM Software Business Analytics Sales performance management Setting smar ter sales per formance management goals Use dedicated SPM solutions with analytics capabilities to improve sales performance 2

More information

Get Your Head in the Cloud

Get Your Head in the Cloud Get Your Head in the Cloud A Comprehensive Guide to SaaS. SaaS for Dummies: A business managers guide to Software as a Service SaaS For Dummies has been written in partnership with Oracle to help you the

More information

Customer Relationship Management

Customer Relationship Management Customer Relationship Management by Professor Adrian Payne Director Centre for Relationship Marketing, Cranfield University Introduction Customer Relationship Management (CRM) is developing into a major

More information

Partner Experience Management, a Sustainable Way to Manage the Channel

Partner Experience Management, a Sustainable Way to Manage the Channel Partner Experience Management, a Sustainable Way to Manage the Channel August 2010 ABSTRACT Partner management is more than just registering deals and passing leads. In today s highly competitive markets,

More information

Customer Relationship Management Submitted in partial fulfillment of the requirement for the award of degree Of MBA

Customer Relationship Management Submitted in partial fulfillment of the requirement for the award of degree Of MBA A Seminar report On Customer Relationship Management Submitted in partial fulfillment of the requirement for the award of degree Of MBA SUBMITTED TO: SUBMITTED BY: www.studymafia.org www.studymafia.org

More information

Protect your business and shape your future. Top 10 questions for business owners.

Protect your business and shape your future. Top 10 questions for business owners. Protect your business and shape your future. Top 10 questions for business owners. What is the sign of a good decision? Clarifying what you want to achieve in your life, what you care most about, and how

More information

Tuning Incentives To Motivate Sales & Drive Profits. Christopher W. Cabrera, Founder, President & CEO Jeff Williams, Vice President Sales, IronPort

Tuning Incentives To Motivate Sales & Drive Profits. Christopher W. Cabrera, Founder, President & CEO Jeff Williams, Vice President Sales, IronPort Tuning Incentives To Motivate Sales & Drive Profits Christopher W. Cabrera, Founder, President & CEO Jeff Williams, Vice President Sales, IronPort Agenda Introduction to Xactly Corporation How to Use Incentive

More information

Redefining Customer Analytics

Redefining Customer Analytics SAP Brief SAP Customer Engagement Intelligence Objectives Redefining Customer Analytics Making personalized connections with customers in real time Making personalized connections with customers in real

More information

AGENCYINGRAMMICRO 2015 PROGRAMS

AGENCYINGRAMMICRO 2015 PROGRAMS AGENCYINGRAMMICRO 2015 PROGRAMS Marketing to channel partners is getting more complex and critical for business growth. The better you understand your solution-provider partners needs and business structures,

More information

CONTENT MARKETING AND SALES EFFECTIVENESS SURVEY

CONTENT MARKETING AND SALES EFFECTIVENESS SURVEY CONTENT MARKETING AND SALES EFFECTIVENESS SURVEY RESEARCH CONDUCTED BY ESTABLISH A COHESIVE, TWO-WAY COMMUNICATION STREAM BETWEEN YOUR SALES TEAM AND MARKETING DEPARTMENT Our main objective was to understand

More information

Channel-Distribution Challenges

Channel-Distribution Challenges Drive Revenues and Maximize Marketing Efforts with Product Lifecycle Management Channel-Distribution Challenges Channel-distribution organizations face many challenges in today s marketplace. Eroding margins

More information

COPYRIGHT 2012 VERTICURL WHITEPAPER: TOP MISTAKES TO AVOID WHEN BUILDING A DEMAND CENTER

COPYRIGHT 2012 VERTICURL WHITEPAPER: TOP MISTAKES TO AVOID WHEN BUILDING A DEMAND CENTER COPYRIGHT 2012 VERTICURL WHITEPAPER: TOP MISTAKES TO AVOID WHEN BUILDING A DEMAND CENTER For many B2B organizations, building a demand center is a no-brainer. Learn how to ensure you re successful by avoiding

More information

The Power of Partnership

The Power of Partnership The Power of Partnership Welcome Market Leading Virtualization and Cloud Computing Solutions, Award-Winning Programs, Unparalleled Value By joining the VMware Partner Network (VPN), our comprehensive partner

More information

Moving Mountains. Erik Berggren Senior Director of Customer Results & Global Research. Keith Messick Senior Manager, Customer Results

Moving Mountains. Erik Berggren Senior Director of Customer Results & Global Research. Keith Messick Senior Manager, Customer Results Moving Mountains by: Erik Berggren Senior Director of Customer Results & Global Research Keith Messick Senior Manager, Customer Results Executive Summary: Most companies place priority on strategy over

More information

Incentive Market Study

Incentive Market Study October 2013 A Study Conducted among Current Users of Merchandise, Gift Card and Travel Items for Recognition, Motivation, and Incentive Programs Has been supported by the members of The Incentive Federation

More information

Optymyze Sales Performance Software

Optymyze Sales Performance Software Optymyze Sales Performance Software Optymyze provides a complete set of sales performance management applications that are designed to help enterprises improve the alignment, efficiency, productivity,

More information

Qualtrics Scaling Inside Sales

Qualtrics Scaling Inside Sales Qualtrics Scaling Inside Sales 1 Quick review where are in the course Making a sales call Basic sales management Advanced sales management Startup tool kit Tying together with sales learning curve 2 Sales

More information

Online And Mobile Are Transforming B2B Commerce Firms That Act Now Will Gain Appreciably, Companies That Don t Will Fall Farther Behind

Online And Mobile Are Transforming B2B Commerce Firms That Act Now Will Gain Appreciably, Companies That Don t Will Fall Farther Behind A Forrester Consulting Thought Leadership Paper Commissioned By hybris October 2013 Online And Mobile Are Transforming B2B Commerce Firms That Act Now Will Gain Appreciably, Companies That Don t Will Fall

More information

Talent Management Leadership in Professional Services Firms

Talent Management Leadership in Professional Services Firms Talent Management Leadership in Professional Services Firms Published by KENNEDY KENNEDY Consulting Research Consulting Research & Advisory & Advisory Sponsored by Table of Contents Introduction.... 3

More information

CSO White Paper Series from Chuck Reaves, CSP, CPAE, CSO

CSO White Paper Series from Chuck Reaves, CSP, CPAE, CSO COMPENSATION CSO White Paper Series from Chuck Reaves, CSP, CPAE, CSO The two most common questions Chief Sales Officers ask involve hiring and compensating salespeople. This paper addresses compensation.

More information

Distinguishing Your Business Through Excellent Customer Service

Distinguishing Your Business Through Excellent Customer Service Distinguishing Your Business Through Excellent Customer Service A guide to help your business survive and thrive a tight economy By Craig Bailey President & Founder of Customer Centricity, Inc. Distinguishing

More information

Systematizing selling: applying a framework for a more effective sales force

Systematizing selling: applying a framework for a more effective sales force Article Systematizing selling: applying a framework for a more effective sales force 34 Volume 5 Issue 2 Getting people to part with their cash in these tough economic times is hard enough for successful

More information

Growing Revenues Through Commercial Excellence

Growing Revenues Through Commercial Excellence VOLUME XVIII, ISSUE 12 Growing Revenues Through Commercial Excellence Companies engage in a battle every day to create value. L.E.K. Consulting helps companies succeed in this battle by focusing on the

More information

GUIDEBOOK MAXIMIZING SUCCESS DELIVERING MICROSOFT DYNAMICS

GUIDEBOOK MAXIMIZING SUCCESS DELIVERING MICROSOFT DYNAMICS GUIDEBOOK MAXIMIZING SUCCESS DELIVERING MICROSOFT DYNAMICS Corporate Headquarters Nucleus Research Inc. 100 State Street Boston, MA 02109 Phone: +1 617.720.2000 Nucleus Research Inc. TOPICS Enterprise

More information

The 5 Essential Drivers of Successful Sales Compensation Plans

The 5 Essential Drivers of Successful Sales Compensation Plans The 5 Essential Drivers of Successful Sales Compensation Plans By Thomas B. Wilson President, Wilson Group, Inc. Consider this story: A sales person arrives in a small foreign country that is a new market

More information

Introduction to Sales Compensation Part II

Introduction to Sales Compensation Part II Introduction to Sales Compensation Part II Rob Surdel, Assistant Vice President, Radford, an Aon Hewitt Company Scott Sands, Practice Leader, Sales Force Effectiveness, Aon Hewitt May 4, 2011 Agenda >

More information

PROUD TIER 1 DISTRIBUTOR YOUR BUSINESS GROWTH PARTNER

PROUD TIER 1 DISTRIBUTOR YOUR BUSINESS GROWTH PARTNER Our Partner Pro exclusive suite of true Business Growth Solutions gives you the unfair advantage you want while stretching every dollar you spend on products, services and solutions infrastructure. You

More information

THE 10 Ways that Digital Marketing + Big Data =

THE 10 Ways that Digital Marketing + Big Data = 1 Ways that Digital Marketing + Big Data = Sales Productivity The best global companies are transforming the way they market and sell. Here s how! Evolves into Digital TOP 10 about us MarketBridge is a

More information

Sales Channel. For Your. Stephen N. Davis. Partnering With Clients to Drive Sustainable Profitable Growth. What We ll be Covering

Sales Channel. For Your. Stephen N. Davis. Partnering With Clients to Drive Sustainable Profitable Growth. What We ll be Covering Choosing the Right Sales Channel For Your Startup Stephen N. Davis Partnering With Clients to Drive Sustainable Profitable Growth What We ll be Covering Developing your channel strategy Types of sales

More information

Customer Centricity in Banking: Driving Revenue and Loyalty. Developing the 21st century workforce TM

Customer Centricity in Banking: Driving Revenue and Loyalty. Developing the 21st century workforce TM Customer Centricity in Banking: Driving Revenue and Loyalty Developing the 21st century workforce TM In today s hypercompetitive banking environment, most financial-services firms are overlooking the one

More information

Make your CRM work harder so you don t have to

Make your CRM work harder so you don t have to September 2012 White paper Make your CRM work harder so you don t have to 1 With your CRM working harder to deliver a unified, current view of your clients and prospects, you can concentrate on retaining

More information

GETTING MORE RAIN FROM YOUR RAINMAKERS WHY INVESTING IN YOUR HIGEST PERFORMING SALES STARS IS THE SMARTER CHOICE FOR GROWING REVENUES

GETTING MORE RAIN FROM YOUR RAINMAKERS WHY INVESTING IN YOUR HIGEST PERFORMING SALES STARS IS THE SMARTER CHOICE FOR GROWING REVENUES GETTING MORE RAIN FROM YOUR RAINMAKERS WHY INVESTING IN YOUR HIGEST PERFORMING SALES STARS IS THE SMARTER CHOICE FOR GROWING REVENUES EXECUTIVE SUMMARY We ve all been there -- your sales team is down one

More information

ORACLE CRM ON DEMAND INSURANCE DISTRIBUTION MANAGEMENT SOLUTION

ORACLE CRM ON DEMAND INSURANCE DISTRIBUTION MANAGEMENT SOLUTION ORACLE CRM ON DEMAND INSURANCE DISTRIBUTION MANAGEMENT SOLUTION For many insurance carriers, sales through indirect channels form the largest proportion of their business. However, most carriers do not

More information

The Point of Market Research Is Making Better Business Decisions

The Point of Market Research Is Making Better Business Decisions The Point of Market Research Is Making Better Business Decisions White Paper May 2004 www.knowledgepointresearch.com The Point of Market Research Is Making Better Business Decisions Market research is

More information

IMPACT PARTNER PROGRAM

IMPACT PARTNER PROGRAM IMPACT PARTNER PROGRAM VAULTIZE IMPACT PARTNER PROGRAM Security Efficiency Control Dear Partner, By joining the Vaultize Impact partner program, your company benefits from the industry s leading enterprise-grade

More information

Ultimate Software: Successfully Navigating the Transition from On-Premise to Cloud ISV as a Public Company

Ultimate Software: Successfully Navigating the Transition from On-Premise to Cloud ISV as a Public Company Vendor Needs and Strategies Ultimate Software: Successfully Navigating the Transition from On-Premise to Cloud ISV as a Public Company Christine Dover IDC OPINION In 1998, when the company went public,

More information

Channel ROI How we do it: a step-by-step approach

Channel ROI How we do it: a step-by-step approach Channel ROI How we do it: a step-by-step approach Providing proof of program impact and ROI can be difficult amidst the rising number and complexity of channel programs. In this ebook, we share strategies

More information

Sales Compensation Management. Research Report Executive Summary. Improving the Impact of Pay and Incentives to Maximize Revenue.

Sales Compensation Management. Research Report Executive Summary. Improving the Impact of Pay and Incentives to Maximize Revenue. Sales Compensation Management Improving the Impact of Pay and Incentives to Maximize Revenue Research Report Executive Summary Sponsored by Copyright Ventana Research 2013 Do Not Redistribute Without Permission

More information

Build a Better Workplace: Engagement Edition

Build a Better Workplace: Engagement Edition Build a Better Workplace: Employee Engagement Edition Employee engagement, that willingness of each employee to strive to do their best work on a daily basis, has become the leading indicator of performance

More information

Fáilte Ireland Sales Academy

Fáilte Ireland Sales Academy Fáilte Ireland Sales Academy The Fáilte Ireland International Sales Management Programme In collaboration with Cornell University 2 The Fáilte Ireland International Sales Management Programme In collaboration

More information

How to Audit Your. Marketing Strategy. The Purpose of an Audit. How to Conduct an Audit. Audit Topics and Questions. Applying Your Insights

How to Audit Your. Marketing Strategy. The Purpose of an Audit. How to Conduct an Audit. Audit Topics and Questions. Applying Your Insights How to Audit Your Marketing Strategy The Purpose of an Audit How to Conduct an Audit Audit Topics and Questions Applying Your Insights @ @ Boost Your Marketing ROI with a Marketing Audit What s the best

More information

Writing a business plan

Writing a business plan Writing a business plan Many potential start-up businesses are daunted by the prospect of writing a business plan. But it is not a difficult process - and a good business plan focuses the mind as well

More information

The 4 Ways To Grow Your Business

The 4 Ways To Grow Your Business The 4 Ways To Grow Your Business 4 WAYS TO GROW YOUR BUSINESS It may sound simplistic but basically there are four ways to create a more profitable and valuable business: Increase the number of customers

More information

For the Public Sector. The Missing Link: Improving your organisation, by linking reward to performance. Presented by:

For the Public Sector. The Missing Link: Improving your organisation, by linking reward to performance. Presented by: For the Public Sector The Missing Link: Improving your organisation, by linking reward to performance Presented by: Transforming people management I. Introduction An increasing number of successful, large

More information

Companies that use a demand generation technology reported 181% higher average close rates.

Companies that use a demand generation technology reported 181% higher average close rates. Companies that use a demand generation technology reported 181% higher average close rates. 5 Five Core Principles for Empowering Sales Reps with Demand Generation Tools The crisis in the financial market

More information

Sell Effectively. Drive sales productivity and deliver amazing customer experiences PATRICIA SERNA ESPECIALISTA > DYNAMICS CRM

Sell Effectively. Drive sales productivity and deliver amazing customer experiences PATRICIA SERNA ESPECIALISTA > DYNAMICS CRM Sell Effectively Drive sales productivity and deliver amazing customer experiences PATRICIA SERNA ESPECIALISTA > DYNAMICS CRM Reps spend more than 75% of their time on nonselling activities Workers lose

More information

Sales Incentive Design Best Practices Part 2

Sales Incentive Design Best Practices Part 2 Download handouts (PDF) : www.mdm.com/slides or info@mdm.com Sales Incentive Design Best Practices Part 2 October 4, 2012 Mike Emerson and Mike Marks Indian River Consulting Group event sponsor Sales Incentive

More information

Increase Outside Sales Productivity using Mobile Technologies

Increase Outside Sales Productivity using Mobile Technologies White Paper Sponsored by Epicor Software Increase Outside Sales Productivity using Mobile Technologies For most lumber and building materials (LBM) dealers and distributors, their outside sales people

More information

FINDING BIG PROFITS IN THE AGE OF BIG DATA

FINDING BIG PROFITS IN THE AGE OF BIG DATA FINDING BIG PROFITS IN THE AGE OF BIG DATA UNLOCKING THE ENTERPRISE POTENTIAL OF BEHAVIORAL SEGMENTATION Alex Tavera Senior Loyalty Consulting Manager Behavioral Segmentation / 2 SEGMENTATION HAS EVOLVED

More information

Effective Sales Incentive Plans QUARTER 2, 2004

Effective Sales Incentive Plans QUARTER 2, 2004 Effective Sales Incentive Plans QUARTER 2, 2004 Overview The effectiveness of sales incentives and compensation from both the perspective of plan sponsors and plan participants remains elusive for many

More information

AN INTERVIEW WITH PAUL WEBER OF INTERACTIVE INTELLIGENCE, ON CHANNEL PARTNER RECRUITMENT

AN INTERVIEW WITH PAUL WEBER OF INTERACTIVE INTELLIGENCE, ON CHANNEL PARTNER RECRUITMENT AN INTERVIEW WITH PAUL WEBER OF INTERACTIVE INTELLIGENCE, ON CHANNEL PARTNER RECRUITMENT Russell Bennett Principal UC Insights http://www.ucinsights.com/ russell@ucinsights.com This is Russell Bennett

More information