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  • Channel Operations Alert: Paradoxical Conditions Ahead

    Manufacturers may need help navigating the conditions in their channels in order to meet the pressure for increased channel revenue.

    For big manufacturers, selling products through multi-level, indirect channels made up of distributors and product resellers has long been the way of doing business. Channels enable these large organizations to both drive revenue and extend market reach. But in many industries and for many products, the sales channel can become quite complex. And, more recently, the most complex of sales channels are made even more so by environmental factors that have been changing the dynamics of channel operations.

    Thus, the push is on from executives for improving channel operations and channel effectiveness in 2015 (and, likely, beyond).

    Eager to get a better understanding of what this means for manufacturers, Revitas...

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    Tags: channel management , channel performance management , channel sales , joe alphonse , revenue management

  • B2B at CES? A perspective to consider.

    Talking channel performance management at CES.

    CES is the world’s largest consumer tech show -- that said, when I told people Revitas was exhibiting at the event, I was confronted with uncertain pauses, quizzical looks, and the obvious question: What role does a business-to-business software company play at one of the greatest B2C exhibitions?

    And while yes, the pomp and pageantry of CES -- filled with drones, wearables, and connected devices -- might have consumers enamored, the real value of the show comes on the backend. Insiders know that CES is one of the greatest platforms for channel managers and supply chain executives to connect with current and future partners and help drive channel sales.

    Channel-driven behemoths, like Samsung and Sony, send...

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    Tags: analytics , automation , ces , channel management , channel performance management , contract management , contract performance , tom howell

  • Minor details … or are they?

    Don’t let manual processes or overloaded spreadsheets cause you an embarrassing oversight.

    This work is licensed under a Creative Commons Attribution-NoDerivs 3.0 Unported License. Based on a work at www.revitasinc.com/blog.

    Tags: cartoons , first friday funnies , spreadsheets

  • How to improve partner relationships and influence your sales channel’s performance

    With the New Year comes resolutions, and who says companies can’t set some goals for themselves? As we head into 2015, many of the companies Revitas speaks with are committed to bettering the relationships with their trading partners in channel. This isn’t a new goal by any stretch -- It’s talked about in C-suites throughout the country every year. But too often enhancing partner engagement falls by the wayside when other priorities seem more important.

    When it comes to the sales channel, improving partner engagement, loyalty, and resulting sales productivity is a resolution that shouldn’t be forgotten. The reality is partner performance is critical, and engaging with partners should be a top priority for all companies that sell through channel in 2015. Making this a...

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    Tags: channel management , channel sales , incentives

  • The CES paradigm: They liked your product, now you have to sell it

    CES 2015 is right around the corner, but while everyone’s speculating about the latest and greatest tech gadgets of the year, large tech companies should really be thinking about one thing: their sales channels.

    Channel-driven behemoths, like Samsung, Apple, and Sony, could be missing out on between 2 and 10 percent of their revenue, solely due to ineffective channel management strategies. But with the right solution in place, companies can increase revenue, enhance partnerships, eliminate overspending, create impactful incentives, and dive deeper into channel outcomes to better push their products and secure their bottom lines.

    Is your channel ready for CES 2015? We’ll be there to help you find out! Visit us at booth #74756 in the SANDS EXPO.

    To connect with Tom...

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    Tags: channel management , channel sales , incentives , revenue leakage , revenue management

  • How to Identify and Correct Poor Contracting Strategies

    Can you identify a bad hand when you see one?

    This week, Channel Insider featured the following article by Revitas's Joe Alphonse that uncovers the eight core capabilities needed in a CLM solution to improve contracting strategies.

    Three crucial steps toward better contracting strategies are asking tough questions, analyzing channel processes by department and building better contracting processes. 

    Each stage flows into the next, so a disconnect anywhere within the process puts contracts at risk. For that reason, companies need to seek an automated and integrated solution that unites each aspect of this process to ensure that they develop high-quality contracts that don't leave any money on the table. The system should also connect each department...

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    Tags: automation , clm , contract lifecycle management , contract management , contracts , joe alphonse , sheila rizzo

  • First Friday Funnies: It’s all Greek to me

    Still using antiquated reporting methods? Time to bring your revenue management into the 21st century.

    This work is licensed under a Creative Commons Attribution-NoDerivs 3.0 Unported License. Based on a work at www.revitasinc.com/blog.

    Tags: cartoons , first friday funnies , revenue management , spreadsheets

  • CA Technologies Plans a Shift to Channel to Achieve Revenue Growth

    By shifting focus to channel sales vs. direct, CA seeks to increase market penetration in mid to lower tiers of the market.

    At CA World in November, CA Technologies revealed its plans to make a strategic shift in the company’s sales approach: it described a plan to de-emphasize direct sales in favor of a two-year effort to grow indirect reseller channel to 50% revenue contribution. According to CA’s channel chief, Alyssa Fitzpatrick, along with CA’s sales head, Adam Elster, the company is under pressure to improve revenue growth (which has been stalled over the last few years) and has identified channel resellers as a huge upside potential to help get that done.

    With this public discussion, CA joins a growing list of high-tech firms who have reconfirmed their recognition of the importance of their channel business. In the case of...

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    Tags: ca technologies , channel management , channel partners , channel performance management , incentive management , kelly baig , revenue management

  • This just in from CMS: Fa la la la la…

    More "news" from CMS regarding the AMP final ruling.

    If you are among those of us that were hoping CMS would give the pharmaceutical community something to be grateful for this Thanksgiving – I hope you enjoy a side of disappointment with your turkey.

    In what is becoming a bit of a comedy of errors, CMS just last week announced another official delay of the AMP final rule; this time to April 2015. With CMS, it seems the more things change, the more things – well, do they ever actually change?

    Since the introduction of the Affordable Care Act, manufacturers have waited with bated breath (many may be feeling rather lightheaded by now) for the announcement of the AMP final rule, given its potential to significantly impact day-to-day operations. If anything nice can...

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    Tags: amp , amp final rule , christin massey , government pricing , life sciences , news , pharmaceuticals

  • Integrated Agreements: ‘And’ is better than ‘Or’

    Contract management doesn't end when the document is signed. Proper post-execution management is essential to success.

    If your organization sells products via a multi-channel distribution, your contracts likely contain complex terms and conditions that dictate incentives, rebates, and a variety of promotions designed to drive channel partner sales.  And if you are still managing contracting processes manually, you probably already know that relying on Microsoft Word, email, and shared drives to author, review, and store contract documents does not have the capability to support or scale with your business.  As you start looking for a solution, you will quickly realize that there are a variety of more sophisticated, automated contract management solution options to replace your ad hoc manual approach. But, which one is the right...

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    Tags: contract effectiveness , contract management , integrated agreements , integrated agreements series , matt patel , revenue management

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