Keep Right Blog

The right tool can accelerate a task, and sometimes, make it downright easy. Not having the right tool, can halt, slow down progress, and frustrate to no end. One of the most important jobs undertaken by channel sales and development teams is bringing on new partners. So, here are three essential tools for ensuring success for your recruitment initiatives.

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February 27, 2015  ·   24 Comments   ·  Permalink

Originating from the game of poker, table stakes represent the minimum amount to play. Not unlike any investment exchanged for goods or services, when it comes to partner programs, if you’ve not addressed table stakes, the rest has to work particularly hard to compensate.  If the minimum is not met, “the rest” becomes extraneous and doesn’t matter as much as you might think.

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December 11, 2014  ·   18 Comments   ·  Permalink

Expanding your reach and delivering new products and services are essential to growth and staying relevant to customers. Maximize growth by ensuring that your partners are not only the right fit, but are given the tools needed to onboard and sell your new solutions.

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November 26, 2014  ·   17 Comments   ·  Permalink

In the world of channels, changes to strategies, programs, pricing, promotions, products, services, sales people, and operations are a normal course of business. Keeping a few things in mind will help you minimize the time, dollars and resources expended to “right” a decision later.

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October 7, 2014  ·   13 Comments   ·  Permalink
Changes ahead - word art

Change is never easy, and for our business partners, change that negatively impacts revenue is high risk.  Here are five surefire ways to minimize your partner’s loss of revenue when you make important changes to your partner strategy and/or programmatic changes, like compensation and training/certification requirements.

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July 3, 2014  ·   10 Comments   ·  Permalink

Selecting and managing your portfolio of partners is both art and science.  Being selective, however, leaves room for the next partner, which may be better suited to help you grow in new markets with new customers.

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April 21, 2014  ·   6 Comments   ·  Permalink

The beginning of a fiscal year is a common time for companies to kick-off new ideas, new programs, new organizational structures, and new commission plans, all while your teams are chartered with delivering on the new business closed last quarter.  With that in mind, I’ve assembled four ways to minimize chaos and optimize results by taking time to make time as you kick off another fiscal year.

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January 24, 2014  ·   2 Comments   ·  Permalink
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