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Search - Maximizing Sales Channel Performance in North America: Benchmarks and Best Practices to Select, Manage and Motivate Business Partners

Maximizing Sales Channel Performance in North America Benchmarks and Best Practices to Select Manage and Motivate Business Partners
Author: Ken Lewis

What factors distinguish a satisfactory channel relationship? What are the key responsibilities and capabilities of a software sales channel? How do software companies compensate their sales channels? What successful channel management actions are unique to North America? As the industry matures, software company executives must learn how to pu... more »t their products and services into the hands of many users by establishing effective partnerships with indirect sales channels. Software companies leverage their domestic and international resources by effectively deploying indirect sales channels. Winning relationships depend on recruiting and keeping effective distributors, remarketers, OEMs, system integrators, agents, dealers, VARs, and retailers. The latest research from Culpepper and Associates found in the software Channel Management Series provides benchmarks and best practices for establishing, monitoring, supporting and compensating business partners to move your products. These reports are the result of a research project exploring sales channel management practices in 18 countries and regions. The data presented in Maximizing Sales Channel Performance in North America is based upon input from software industry executives and the channel management practices of more than 75 software companies. Each report in this series focuses on the unique geographic characteristics of successful software channel management. Maximizing Sales Channel Performance in North America examines practices in the United States and Canada. This report provides guidelines for selecting sales channel partners and establishing effective relationships. Data is segmented by software firm satisfaction level to distinguish the practices of satisfied firms from the practices of those who are dissatisfied. In addition to examining overall satisfaction levels, these reports address the major channel management issues in North America and the actions taken to resolve them. Being satisfied with your channel relationships often means paying competitively for what you get. Maximizing Sales Channel Performance in North America provides an in-depth look at how software channels are being compensated. Data is presented on channel compensation for software licenses, maintenance and support, education and training, and professional services. This report examines the use of volume bonuses, multi-level plans based on responsibilities assigned, and compensation sharing between selling and installing firms. Each report in the Channel Management Series provides information on what software companies typically ask their channels to do and how well they do it. Some channel responsibilities explored are: * Identifying prospects * Closing sales * Customer training * On-site support * Diagnosing software problems * Customizing software products When establishing or enhancing a sales partnership, you need to consider how much support is appropriate. What software companies do for their channels can be as important to their success as what the channels are doing for the software companies. Maximizing Sales Channel Performance in North America examines the use of various types of support efforts, including lead generation, joint sales calls, customer seminars and trade shows, demo support, and advertising and direct mail. This report also looks at what applications software firms are offering their channels and customers via the Internet, and the restrictions placed on Internet access to these applications.

ISBN-13: 9781581280364
ISBN-10: 158128036X
Publication Date: 8/1/1998
Rating:

0 stars, based on 0 rating

Publisher: Culpepper and Associates, Inc.
Book Type: Ring-bound
Members Wishing: 0
Reviews: Amazon | Write a Review

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