At Sundog, we’ve been helping manufacturers maximize partner channel investments for over 20 years. For the past decade, we’ve done it with the industry’s best CRM and sales force automation platform: Salesforce.com. While we’ve always known that their Partner Relationship Management (PRM) solutions are great, industry experts are recognizing that success as well. And recently the Salesforce Partner Community raised the bar yet again.
Looking for ways to improve performance with your partners, dealers or distributors? In this blog series, we’re sharing practical ways to do just that. In my last post on market share and quotas, we looked at ways to set and track market share goals. In part 3 below, we’ll discuss how to improve performance with marketing development funds (MDF), also known as cooperative marketing (CoOp) programs.
At Sundog, we help manufacturers get the most out of their partner channel. And in this blog series, we’re sharing practical ways to improve partner performance. In my first post on lead follow-up, I touched on setting expectations - and following through - with your partners. In part 2 below, I’ll drill deeper into that idea.
Partners play a critical role in your success as a manufacturer. And you want to work with the ones who have a vested interest to represent and sell your brand well. After all, you’ve invested time, energy and dollars to build effective partnerships that benefit both your organization and theirs.
Salesforce.com is no stranger to releasing industry-specific solutions, from financial services to healthcare. And their dual-focus on industries and communities this year makes perfect sense. After all, solutions built with an understanding of business process and industry-specific methodology are typically at the top of the list for implementation.
If you’re struggling with partner relationship management (PRM), you’re not alone. Many manufacturers face similar challenges when looking to drive top-line growth. So let’s talk about how technology can synchronize all of the moving parts and ensure that your PRM works for you and your partners.
If you’re selling B2B products, you’ve got sales leads coming in all the time. And if you’re selling those products through indirect sales channels, you’ve got partners doing the selling.
Have indirect sales channels? You know it’s important to coordinate your marketing efforts across your partner network. While your partners could put together their own campaigns, that comes with some obvious pitfalls. How do you know what kinds of marketing your partners are doing? How do you make sure that customers in Boise and Sarasota are getting the same message about your brand?
If you’re like many manufacturers, you’re keeping partner Key Performance Indicators (KPIs) in multiple spreadsheets, paper contracts and manila folders. It may be hard to get your staff or partners the information they need. And the data that is available is hard to interpret or understand, so partners often give up – and just wait until someone tells them what to do.