Building Your Channel Program Through the Lens of the Partner

Sales Benchmark Index

Market coverage, growth, speed, revenue, retention, and customer success are factors for all companies. Article Product Strategy Revenue Growth Methodology Sales Strategy assessing partners channel Channel Approach channel optimization channel partner enable revenue growth Marc Odenweller

When to Pivot from an Indirect to Direct Sales Model

Sales Benchmark Index

Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. A indirect selling model has plenty of benefits. Hiring a direct sales team is expensive. A fledgling company looking for additional capital to bring on headcount.

[VIDEO] Whiteboard Wednesday: Increase Retention in Sales – with Data (Steve Waters)

DiscoverOrg Sales

Morale is the best indicator of retention on a sales team. And retention is a serious issue. Better data = improved sales retention. The post [VIDEO] Whiteboard Wednesday: Increase Retention in Sales – with Data (Steve Waters) appeared first on DiscoverOrg.

The Customer Success experiment: How focusing on long-term value solved our retention problem


The problem that inspired my next steps was that renewals between 10 months and one year were dropping below 100% MRR retention. Funnel towards support channels: Communication will generally become less frequent after onboarding, but the relationship is never truly over.

Resolving the Customer Success Tension

Sales Benchmark Index

Dave Moore is the SVP of Sales for Businessolver a leading provider of benefits administration, technology, and services. In a phrase, they help organizations manage their healthcare spend as it relates to employee benefits. Tune in to hear more from Dave on the.

The Ultimate Guide to Channel Sales

Hubspot Sales

What is channel sales? In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly.

How To Boost Channel Sales & Clean Up Your Partner Pipeline


The best, most successful channel partnerships are built on a strong foundation that consist of establishing a business plan, educating, and training on the product or service, and ensuring a clear vision and mutual understanding of goals—from day one. What Is Channel Sales?

What Does Successful Channel Partner Onboarding and Enablement Look Like?


The best, most successful channel partnerships are built on a strong foundation that consist of establishing a business plan, educating, and training on the product or service, and ensuring a clear vision and mutual understanding of goals—from day one. What Is Channel Sales?

Forging the Path for Customer Operations

Sales Benchmark Index

Scott Asher most recently led Customer Operations for RentPath, a leading digital marketplace connecting millions of consumers with apartments, condos, and houses for rent through their massive network and websites. Scott spent 6 years in the emerging role of VP of Customer.

Building a Sustaining Partner Community: a Channel Strategy

Your Sales Management Guru

Channel Strategy: Building a Sustaining Partner Community. -A What I would like to do in this blog is attempt to document and tell the story of one Worldwide channel focused software organization that did it the best– at building their channel. Customer Retention.

Privacy Policies: 5 Questions Channel Partners Should Be Asking to Avoid Disaster


Five Questions Channel Program Leaders Should Be Asking. Despite the magnitude and high importance of channel sales to many companies, many still have work to do to address data privacy risks and requirements in their sales channels. Changing Privacy Requirements.

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

This week I interview Greg Sherrill, CEO and Co-Founder of Channel Rocket. Nancy: What does Channel Rocket do? Channel Rocket is a SaaS sales enablement platform that helps manufacturers grow sales through their direct and indirect sales channels.

30 of the Best SaaS Partner Programs (and Why They Are So Good)


As AppDirect co-CEO Daniel Saks points out , “80% of on-premise software vendors operate a channel program to enable other companies to sell their products, while only 20% of SaaS vendors operate similar programs.” Allbound Best Practices Blog Article Channel Partners PRM Solutions

Sales Tech Game Changers: How to Exceed Revenue and Profit Projections

Smart Selling Tools

Our AI software delivers real-time sales and pricing guidance for all sales channels – direct, inside, eCommerce and more. Avoid losing business due to customers leaving or purchasing from competitors with proactive customer retention and product churn alerts.

How to Strengthen Your Partner Program with Content Creation


Content is a proven sales and retention tool, but there are three significant challenges to using content in your partner program. Understanding that channel marketers may need to create content to bring on new partners, to help those partners sell, and to help end users be successful.

Creating Women Friendly Environments in Tech with Christine Kaszubski, SalesLoft

Igniting Sales Transformation

The benefits package that companies offer is key to recruitment and retention but too often we see benefits offered that are more attractive to men than women. blog Featured Story human resources leadership people retention SaaS sales Technology women

Sales Tech Simplified with @MarkMagnacca: How to Help Reps Become Better at the Bottom Line: Selling

Smart Selling Tools

Knowledge retention. When sales organizations rely on text-heavy, one-time training events, they subject their reps to a phenomenon known as “ The Forgetting Curve ,” which shows that knowledge retention steadily declines in the absence of continued exposure.

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Sales Tech Simplified with @MarkMagnacca: How to Help Reps Become Better at the Bottom Line: Selling

Smart Selling Tools

Knowledge retention. When sales organizations rely on text-heavy, one-time training events, they subject their reps to a phenomenon known as “ The Forgetting Curve ,” which shows that knowledge retention steadily declines in the absence of continued exposure.

Why Order Taker Mindset will become IIoT Business Extinct

Babette Ten Haken

Transactional mindset does not catalyze customer loyalty and customer retention in the industrial Internet of Things business ecosystem. Understanding the difference impacts customer experience, success, loyalty and customer retention. Channel Order Takers or Innovators?

How to Make Six Figures in Less than Six Minutes

Shari Levitin

By leveraging video on multiple channels throughout your sales process and as a mechanism for customer engagement post sale, you can increase your sales and retention tenfold. Want to know how to make six figures in less than six minutes? In a word, video. That’s right.

The Hiring Process’s Impact on Business Growth

DiscoverOrg Sales

Most companies’ growth strategies typically revolve around new products, new markets, and new channels. Adding both of these straightforward activities to our hiring process has greatly improved overall team retention and the company’s culture.

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7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

Kill lead generation channels that don’t convert. If it’s customer retention you’re looking for, well-aligned sales and marketing teams produce 36% higher customer retention rates and 38% higher sales win rates, according to MarketingProfs.

How Relevant is Ebbinghaus’ Forgetting Curve for Sales Training Success?

The Ultimate Sales Executive Resource

Here is the formula describing the curve: R = e -t/s (R = Retention, e = Euler’s constant, t = time elapsed after initial learning, s = strength of memory) For the rest of us, this means that forgetting happens not proportionally to time elapsed. With a first review one day after the initial learning, it will take 2 days until the retention level has dropped to the same level reached 1 day after the initial learning.

Executive Coaching, Sales Coaching, Coaching Is Not Transactional

Increase Sales

To focus only one type of learning delivery channel will not deliver a significant return on investment (cognitive retention). Imagine for a moment, being coached for a sport via a webinar or some other online channel.

78 Customer Engagement Statistics


63% of marketers agree customer engagement includes renewals, repeat purchases, and retention ( source ). 77% of strong omni-channel companies store customer data across channels, compared to 48% for weak omni-channel companies ( source ).

The 10 Most Important Content Performance Metrics

Connext Digital

Retention Metrics. Retention metrics demonstrate how good your site performs in holding onto your audience’s attention whenever they visit. Email is a personal and direct marketing channel. Content marketing has been around for over a hundred years.

Who Are We Fooling?

The Pipeline

While the stats vary by source, (what a surprise), it seems that today’s workers get over 60% of their learning outside of the formal process and channels provided by their companies, one source had it 76%. By Tibor Shanto.

The Biggest 2013 HR Challenge for Sales is 2014

Sales Benchmark Index

Traditional HR leaders would see this as a motivation, compensation or retention problem. Competency profiling and retention strategies won’t align today’s sales team with the customer. It compares the new revenue contribution for 3 different sales channels: Direct Field Sales.

How Sales Specialists Help Reach Your Customers

Sales and Marketing Management

We therefore need sustained and expert effort to build relationships through various channels – social media, email, voicemail, text, phone and even old-fashioned snail mail!

See the Way to Win with Key Accounts

Smart Selling Tools

Revenue retention. Sales organizations with complex account management programs, typically distributed sales channels (globally) with long sales cycles, selling a solution involving multiple stakeholders.

4 strategies for managing the customer conversation

Base CRM

These conversations are now spread out across channels and departments. With customer conversations happening everywhere, problems, such as the following, can arise if you use a traditional communication process: Scattered, unorganized conversations across channels. When conversations aren’t streamlined, it’s more difficult to build quality relationships — the cornerstone for customer acquisition and retention. Meet your customer on the right channels.

PowerViews with Ruth Stevens: The Science (not the art) of Marketing


Sifting through the information to siphon out the promising leads is less of an art than it is a science, said my latest guest on PowerViews, Ruth Stevens, who is an expert in customer acquisition and retention. The cake still consists of the tried and true standby media channels.

Do You Boost Business with Content Intelligence?  

Smooth Sale

The knowledge you gain is valuable for boosting brand awareness, increasing consumer retention, and improving sales conversions.

Get the Most Out of Your Marketing Automation Platform


Use the right channels with your marketing automation platform. According to Act-On and Gleanster research, 71% of B2B companies use email for customer acquisition and 68% use it for customer retention. Email is by far the most popular and effective marketing automation channel.

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CMO: Is Your 2014 Marketing Plan Obsolete?

Sales Benchmark Index

Retention campaigns focused on reducing churn in the existing customer base. Acquire campaigns focused on new logo acquisition within a specific vertical, channel or region. When you apply this approach to affiliates, partners or your sales channel the same concepts apply.

5 best practices for offering excellent customer service

Base CRM

In short, poor customer service affects both customer acquisition and, even more importantly, customer retention, which is the bread-and-butter of many B2B businesses. Utilize multiple channels of communication. An omni-channel approach is the best way to meet your customer where they are. Different customers prefer different channels. In the same report by Zendesk , 28% said that having multiple channels to communicate made for a better experience.

5 Call Center Pain Points Solved with Gamification and Coaching


Starting off strong with new employees is key to retention in the long run. Improvements in first contact resolution alone typically improve customer retention by as much as 15-30 percent – that’s a big deal! Increased Number of Communication Channels.

Sales Operations: The Guide They Never Gave You


Gathering resources at my stage in career involves the practice of active networking, user conferences, sales leadership groups, slack channels, above par googling skills, and sheer grit to piece together a resource pool. “What was your first job?”.

4 Types of Customer Data to Enhance Your Marketing Campaigns

Connext Digital

Collecting and analyzing customer data not only helps your business improve your marketing campaigns, but it also enables you to elevate other aspects of the customer experience, such as product recommendations, communications, retention and loyalty programs, and more.

How One Company Uses Benchmarking Data to Drive Sales Planning


We also hire from large industries because they have that depth of experience with channel partners beyond the product set. Is it because they have a channel partner they have a great relationship with? When it comes to sales planning, there are a lot of moving parts to consider.