For Channel Sales

  • Identifying MDF Payments as Opex or Contra

    Identifying MDF Payments as Opex or Contra

    Clear up the confusion about whether to classify a market development fund (MDF) payment as contra revenue (Contra) or operational expense (Opex).

    Read
  • Download Now!!!
  • ×

    Don't miss out! Stay in the know with our channel newsletter!

    !
    Thank you for signing up!
    Error - something went wrong!
  • Request Demo
  • Accelerate Partners for Life: Master lasting partner success.41:16

    Accelerate Partners for Life: Master lasting partner success.

    Learn the six ingredients of long-term channel relationships, an analysis of the partner journey and an incentive framework that stimulates the partner’s journey and their time to revenue.

    Watch
  • A Checklist for Channel Account Management Success

    A Checklist for Channel Account Management Success

    CAMs work closely with strategic partners to ensure the partners’ loyalty, commitment, and performance. This eBook contains a checklist of guidelines to ensure optimum performance.

    Read
  • Learn More
  • Talking Channel - Overcoming Deal Registration Barriers2:10

    Talking Channel - Overcoming Deal Registration Barriers

    Three ways to overcome channel deal registration promotion barriers: build trust, make it easy, and put an incentive well ahead of the closed sale.

    Watch
  • Yes, A Deal Registration Incentive Promotion Really Works2:36

    Yes, A Deal Registration Incentive Promotion Really Works

    See the results of incentivizing your partners throughout their journey with a look at an early deal registration incentive promotion

    Watch
  • Implementing the SiriusDecisions Demand Framework

    Implementing the SiriusDecisions Demand Framework

    SiriusDecisions recently shared a new demand framework. Claudio Ayub explains why it is important for vendors to go through all the phases.

    Read
  • Channel Incentives Types Versus Programs4:21

    Channel Incentives Types Versus Programs

    There is a lot of misconception about incentive types versus incentive programs, and they're often confused. In this chapter Claudio gives a synopsis of the different types of incentives, functions, a

    Watch
  • Talking Channel: Deal Registration Acceleration2:31

    Talking Channel: Deal Registration Acceleration

    Learn how to improve deal registration channel incentive promotions with this four-step formula.

    Watch
  • Teaching Demand Generation with Learning-Based Incentives

    Teaching Demand Generation with Learning-Based Incentives

    Learn how to implement sales and marketing certification promotions that will teach your channel partners the skills they need to market your product.

    Read
  • Partner Prospecting and Onboarding

    Partner Prospecting and Onboarding

    It’s important to find the right partners with skills that are aligned with your company’s objectives. Set your partnership up for success with a thorough onboarding program.

    Read
  • Using Behavior-Based Promotions to Grow Partner Performance

    Using Behavior-Based Promotions to Grow Partner Performance

    Learn how behavior-based promotions change channel partner behavior and improve performance.

    Read
  • Accelerate Your Partners' Digital Transformation

    Accelerate Your Partners' Digital Transformation

    The right incentives framework will motivate channel partners to use digital marketing tools and accelerate their digital transformation.

    Read
  • Referral Incentive Programs for Long Tail Partners

    Referral Incentive Programs for Long Tail Partners

    Long tail partners are the fair-weather friends of the channel. Channel strategist Claudio Ayub explains how to use a referral program to engage these partners.

    Read
  • Channel Rebates: What Works, What Doesn’t, and What to do About it48:00

    Channel Rebates: What Works, What Doesn’t, and What to do About it

    In this webinar, we analyze rebate types, how they are applied, measure the impact of rebates on partner performance, and examine the effective use of rebates as part of a holistic channel program.

    Watch
  • Incentive Programs for Professional Services Partners

    Incentive Programs for Professional Services Partners

    Professional services partners such as accounting firms or marketing agencies are a fast-growing route to market. Channel strategist Claudio Ayub explains how to engage this group.

    Read
  • An Hour at the Desk of a CAM

    An Hour at the Desk of a CAM

    Understanding the role of a successful CAM in extremely important, and can help empower you channel program.

    Read
  • Demonstrate the Value of a Marketing Certification Program

    Demonstrate the Value of a Marketing Certification Program

    Marketing certification programs have strong value for your partners but getting them to see the value can be a challenge. Channel expert Claudio Ayub explains how to get past this road block.

    Read
  • On the Road - Women of the Channel, A Reflection

    On the Road - Women of the Channel, A Reflection

    The Women of the Channel events inspire us to think about how we, as women, can support one another in the IT channel. Perks WW’s own Meg Bingley shares her experience at the event.

    Read
  • A Guide to Onboarding New Partners

    A Guide to Onboarding New Partners

    On-boarding new partners can be a real challenge. Our methodology will help guide you through the selection and enablement process.

    Read
  • Are Rebates Still Relevant?

    Are Rebates Still Relevant?

    Behavior-based models are the future of channel incentive types and programs.

    Read
  • loading
    Loading More...