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  • Extending the Value of MDF: What Partners Need and How Vendors Can Deliver

    Channel partners are looking for changes from vendors in the way MDF spending is governed.

    In a recent CRN article, channel partners were asked for the top 5 changes that they would like to see in how technology vendors structure MDF programs.

    MDF, or Marketing Development Funds, are made available by vendors to assist their partners with marketing activities. However, proving the value of the MDF investment is key to enabling vendors to provide the flexibility, transparency, and engagement that partners demand.

    Here’s a break-down of what was identified as requests from the partners on MDF:

    • Partners need a longer ROI timeframe with which to evaluate MDF spending. Currently, the standard for the high tech channel is a quarterly cycle: MDF activity is planned, carried out, reported on, and then...

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    Tags: channel management , channel marketing , channel partners , kelly baig , mdf , revenue management

  • Three Steps to Reduce the Cost of Channel Sales

    Reducing costs is a key component to improving the overall success of channel programs.

    This post is the first in the Four Pillars of Channel Management series.


    Companies operating in channel-driven industries are challenged to keep channel operations performing at optimal levels. Meaning: continually driving more revenue through the channel; keeping partners engaged, motivated to sell, and loyal; and keeping the total cost of channel sales low. Recent research has shown that optimizing channel performance is a top executive priority in 2015.

    In the first installment of this blog series, we focus on the latter – minimizing or reducing the cost of channel sales.

    Companies that offer products through multi-level channels typically implement incentive programs in their channel agreements to help...

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    Tags: channel management , christin massey , financial accruals , four pillars of channel management series , incentive management , incentives , revenue leakage , revenue management

  • First Friday Funnies: Bed sheets and spreadsheets

    We all know the saying, “you’ve made your bed, now lie in it,” but that doesn’t mean you have to stay there forever. Stop using spreadsheets and other outdated methods, and automate your revenue management.


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

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

  • Strategies for Attracting Next-Gen Partners in 2015

    Top channel chiefs talk how to attract next-gen partners in 2015.

    This week, CRN posted its annual top 50 channel chiefs list. Along with that list, they included comments from 21 of the named channel chiefs on their plans for attracting next-gen partners in 2015.

    So, what’s “next gen”? One of the biggest trends putting pressure on all of the traditional methods of working with channel partners is the emergence of the cloud model.  In summary, the cloud changes everything. Partners get paid differently, so incentive strategies need to change. Customers purchase differently, and are less loyal – which makes partners less loyal. This combination increases the pressure on channel teams to attract and retain higher-skilled partners for cloud.  

    As part of figuring this out, it...

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    Tags: channel incentives , channel management , channel partners , high tech , kelly baig , manufacturing

  • How to Adapt Contract Processes to Keep Pace with New Demands

    As contract renegotiations have increased, so has the workload on contract and legal teams.

    Have you noticed that the frequency of amendments to your company’s contracts has seemed to increase over the past few years? It’s probably not your imagination. This has been a fairly common trend over the past few years as business environments grow more and more volatile.

    According to IACCM, most companies report seeing a sharp increase in renegotiations and reviews that compel the need for amendments to existing agreements. In fact, the frequency of renegotiation is up 28% in the last five years.

    So what, exactly, is causing this increase? A number of factors can be pointed to by organizations grappling with this issue –

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    Tags: christin massey , contract lifecycle management , contract management , contract performance , contract processes , iaccm

  • First Friday Funnies: Learn the ropes [of your channel]

    You don’t need to jump through hoops to manage your channel incentive programs and optimize partner engagement. Proven, purpose-built solutions for channel management will improve outcomes from channel programs while simplifying and streamlining processes.

    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 , channel management , first friday funnies

  • Think you know your CLM risks? If you’re in a systems silo, expect surprises

    Revitas's Andy Sanford explores the risks of isolating CLM from the rest of your organization's critical functions.

    This week, Contracting Excellence featured the following article by Revitas's Andrew Sanford that identifies the risks to the business when contracting operates in a silo and explores the positive impacts of implementing and integrating contract lifecycle management throughout the organization.


    OK, let's say your company does everything right when it comes to contract lifecycle management (CLM). Even then, you may not know all the hidden risks if your contracting processes are isolated from the greater enterprise. Would you like to spot the red flags before they catch you by surprise?

    Although contracts are the foundation of any business, many companies lack tools and strategies to limit liabilities and...

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    Tags: andy sanford , clm , contract lifecycle management , contract management , iaccm

  • 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

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