Whitepapers

• Money Talks. Why cash has become the channel reward of choice

  Trying to motivate your channel in line with your objectives is a tough challenge, and toasters just don’t cut the mustard any more. Find out how to revive your reward programmes with some fresh thinking.

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• Why Don’t You Just BOGOF? Channel Promotions Uncovered

  Sales promotions are a tried and trusted method of driving sales, but when and how should you use them and which type of promotions are most effective? Find out how to use sales promotions to influence and direct the behaviour of your channels.

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• How to do more with less in challenging business times

  Apparently the chips are down, and everything is far from rosy in the previously buoyant IT sector. So what should vendors do? Curb marketing spending or invest for growth... recruit new partners or enhance existing ones? The answers are surely obvious – or are they?

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• Building an Effective Partner Programme

  It's one thing to create a partner programme, but quite another to build one that meets the needs of both you and your partners. Find out how to create a programme that will work for your channel.

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• Beyond the Portal: Creating Advantage by Leveraging Partner Individuality

  How to get closer to your partners and use their unique skills and market reach to your own advantage.

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• Effective Channel Partner Management — Top Vendor Challenges

  Any vendor running a channel model faces a common set of problems. Find out how you can address these problems using effective PRM tools.

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• 10s or 100s — Partner Recruitment Rules

  What is the best way to select, target and recruit partners? Find out how to recruit the right kind of partners and what they want to hear from you

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• Deal Registration. More Partner Loyalty. Less Channel Conflict.

  What is the best method for increasing partners loyalty and decreasing channel conflict? Find out how deal registration could work for you.

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