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Knowing how to develop, manage and measure channel and trade promotion programs that will endure changes in the economic and legal landscape and the scrutiny of “investors” can be challenging at times. The purpose of this white paper is to provide channel professionals with leading practices in channel and trade promotion programs that can ride out such challenges now and in the future. |
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Best Practices for Deal and Opportunity Registration in Channel Marketing Programs |
Over the last few years, deal registration programs have evolved from simple mechanisms for providing additional margins to partners to closed loop systems that are designed to influence partner behavior that impacts key business objectives. Also, deal registration programs that were targeted primarily where the price point was high and the sales cycle was complex are now increasingly aimed at products that have lower price points and shorter sales cycles. In response to the changing landscape of channel programs, many companies have re-thought and re-launched their deal and opportunity management initiatives. |
The appeal of web-based solutions is easy to grasp; it enables companies to maximize the benefits and mitigate the risks of deploying and managing enterprise applications. With CCI’s web-based software, organizations offload complex and time-consuming tasks associated with managing trade marketing programs, they reduce the costs of finding and retaining specialized technical talent, and they enable staff to focus on more productive activities. |
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Seven Leading Practices to Help You Get the Most Out of Shrinking Trade Promotion Budgets |
As budgets get squeezed, reductions in trade promotion dollars are always examined as a possible way to cut expenses. Having ready answers not only helps you and your partners to budget and spend trade promotion dollars wisely, it also helps senior management achieve “big picture” goals. The purpose of this article is to give you some practical ways to get the answers you need. |
Using Technology for Better Success in the Insurance Industry |
The Internet is one of the most efficient mediums for technology improvements. One trend in the insurance industry indicates a high success rate with online, hosted solutions that allow agents and other insurance channel partners to request reimbursements for the costs of recruiting and sales-generating activities, to create co-branded marketing campaigns or to manage sales leads in a closed-loop system |
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Opportunity Management: Beyond Deal Registration and Lead Management |
The newest trend is for marketers to combine the key attributes of their deal registration and their lead generation programs into a single “opportunity management” system. Consolidating the previously disparate lead management and deal registration programs into one opportunity management system has a synergistic effect that provides benefits to vendors and channel partners alike. |
In today’s dynamic marketplace marketers and resellers need each other for success. For many marketers, however, channel program development is often simply a means of “meeting competition” rather than a means to provide a measurable contribution. Business models are evolving rapidly for partners and vendors alike. Have you evolved your programs accordingly? |
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“Where to begin?” Instead of assessing programs by relating a specific activity to a specific result, managers would be better served by measuring their program’s effectiveness. This can be accomplished with simple measurement techniques that aid in gauging the success of the program. |
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In an effort to help de-bunk the myths and sort out the really important information from the hype, CCI has compiled this list of ten things many companies do not know about Sarbanes-Oxley. |
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One of the most important decisions an organization can make regarding the management of their co-op advertising program is the software platform that funnels all activity through a central payment and tracking source. |
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When it comes to implementing a management solution for trade marketing programs, a common question routinely pops up: Should we custom build or buy an existing software solution? While it may seem simple, determining the right answer can be a complex process. In this paper are some guidelines that should help the decision-making process. |
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Not long ago, the way to become a market leader was to have the right product at the right time. The path to market leadership not only required companies to design and manufacture products more cost effectively and more efficiently, but it also meant developing sophisticated distribution channels. These networks of distributors, resellers, dealers and retailers served an increasingly critical role for manufacturers as they brought their products to market. |
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In this article we will look at the beginning of the multi-country partner program development process - with emphasis on some of the financial and legal issues to consider - and we discuss some of the best ways to insure success in all territories. |
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