Guide to Successful Channel Management
Posted on Feb 21 2012 at 03:29:38 AM in B2B
Today where everything is quite competitive and so pressure to economize is much bigger than ever before, manufacturing companies are becoming more and more dependant on channel partners to make their company reach far and even wide and witness a spurt in profits.
Channel marketing managers make use of a number of channel partners such as marketers, retailers, C&F agents, brokers and also Value-Added Re-sellers (VARs) to attain it's wanted marketing goals and maximize sales and earnings. Based on the scale of functions, companies will have to cope with 100s and thousands of channel partners. As a result channel management is a big task for the businesses. Dealing with channel data management that include revenue reports of different channel partners, getting in touch with channel partners as well as most important keeping them loyal and also motivated is a massive chore which deters most companies from choosing channel management to begin with. But thanks to technology, channel management is actually lot simple at present. Maintaining channel data management and so communication with channel partners could be achieved easily as well as effectively by partner portals and so other advanced channel management options.
But using technology itself does not guarantee the success of a channel management program. Companies have to form effective plus goal oriented channel management strategy to grow their returns on investment. Given listed here are some tips and suggestions which will help companies carry out channel management successfully.
Ensure Effective and Frequent Communication
Communication is the key to good relationship plus channel marketing managers must keep this very important point in mind usually. Vendors should talk to channel partners regularly. Channel partners has to be informed on a change in price and so policy changes well in time so there isn't any confusion. But while regular communication is essential, it doesn't mean you communicate without any purpose. Be sure you will have something meaningful to communicate if you'd like your channel partners to take your correspondence seriously.
Reward Channel Partners when Necessary
Through channel data management solutions you can scan through channel management data easily. You can analyze sales reports of different channel partners with ease. This will help you find out which channel partners are carrying out far better compared to others and as well organize channel management strategies to encourage others. Rewarding channel partners which are doing much better will also help you keep motivation levels higher among channel partners.
Keep Policies Transparent
Channel management portals enables you to bring in transparency in channel management system. Keep policies certainly defined and even present it on the portal so that your channel partners have faith in your system.
Build Trust in your Channel Management Program
Faith is a really significant element for the accomplishment of any kind of channel management solutions program. You can nurture trusts through sharing hazards plus prize, making policies transparent and also by simply keeping them motivated in the direction of shared financial goals. All these factors help in developing good vibrations in the system. This can help maintain channel partners dedicated to your organization by way of happy times as well as bad. This sort of loyal channel partners are building stones for achievement for any company.