Blog

PRM

31 May 2018

4 Ways to Improve Your Partner Channel Success

David Stone Posted in: Manufacturing, partnerDRIVEN, PRM, Lead Management Strategy, Partner Management Strategy

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.

19 Feb 2018

How to Fuel Your Partner Channel Marketing with MDF

David Stone Posted in: Lightning Bolt, Manufacturing, partnerDRIVEN, PRM, Sales Cloud PRM, Lead Management Strategy, Partner Management Strategy

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.

8 Nov 2017

How to Motivate Partner Performance with Market Share and Quotas (Partner Channel Series: Part 2)

David Stone Posted in: Lightning Bolt, Manufacturing, Next Revolution, partnerDRIVEN, PRM, Sales Cloud PRM, Lead Management Strategy, Partner Management Strategy

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.

2 Nov 2017

4 Ways to Improve Lead Follow-Up with Your Partners (Partner Channel Series: Part 1)

David Stone Posted in: Manufacturing, Next Revolution, partnerDRIVEN, PRM, Lead Management Strategy, Partner Management Strategy

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.

17 Aug 2017

Sales Cloud PRM + partnerDRIVEN:  A Match Made in the Cloud

Jennifer Lefor Posted in: Communities, Lightning, Manufacturing, Next Revolution, partnerDRIVEN, PRM, Sales Cloud, Salesforce

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.

9 May 2016

How to Drive Top-Line Growth with Better PRM Technology

Eric Dukart Posted in: B2B, Manufacturing, partnerDRIVEN, PRM, Salesforce, Technology

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.

20 Apr 2016

5 Roadblocks in Your Buyer’s Journey (partnerDRIVEN Series: Part 6)

Eric Dukart Posted in: B2B, Lead Nurturing, Lead Routing, Manufacturing, Marketing Automation, partnerDRIVEN, PRM, Salesforce, Scoring, Lead Management Strategy

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.

13 Apr 2016

Maximizing Your Market Development Funds: 3 Strategies (partnerDRIVEN Series: Part 5)

Eric Dukart Posted in: B2B, Manufacturing, partnerDRIVEN, PRM, Salesforce

Today we’re going to talk about how to maximize your market development funds. Ready? Let’s go.

31 Mar 2016

4 Keys to Effective Partner Marketing (partnerDRIVEN Series: Part 4)

Eric Dukart Posted in: B2B, Manufacturing, partnerDRIVEN, PRM

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?

21 Mar 2016

3 Ways Your Partner Scorecard May Be Underperforming (partnerDRIVEN Series: part 3)

Eric Dukart Posted in: B2B, Manufacturing, partnerDRIVEN, PRM, Salesforce

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.