FOR IMMEDIATE RELEASE
New eBook provides key insights and strategies on how to take control of your indirect channel operations, move business ahead and sleep like a baby
SILICON SLOPES, UTAH — MAY 12, 2016 — Indirect channels are having a moment in the market. A constrained talent pool and the need to rapidly expand into diverse geographies mean more companies are looking to the channel as the acceleration pedal for revenue — resulting in insomnia for channel chiefs as they search for solutions to take on today’s indirect sales challenges and win. In its newest eBook, Global SaaS Partner Relationship Management (PRM) leader Impartner has partnered with some of the industry’s top channel strategists to provide insights and recommendations that will help them transform their channel operations, accelerate their indirect sales — and sleep peacefully.
“In 2016, the indirect channel has climbed into the revenue driver’s seat, replacing direct sales as the primary sales vehicle for businesses worldwide,” said Dave R Taylor, Impartner chief marketing officer. “Analysts estimate that as much as 80 percent of worldwide Information Technology revenue already flows through the channel, and it is only increasing. As companies struggle to find and retain experienced enterprise sales executives, they almost inevitably turn to the indirect channel as the cost-effective solution to the problem of scale.”
In the new eBook, “The Top 10 Things Making Channel Chiefs into Insomniacs, and What to do About It,” Impartner and members of its network of top channel strategists have provided thoughtful, meaty, practical advice on Channel Chiefs’ key questions about the market today, including:
- Am I giving the right margin to the channel?
- Do I have the right number of channel partners?
- Does deal registration work for me (protect margin for partners)?
- Are my demand gen efforts impactful and do they work through the channel?
- Am I getting ROI on my MDF investments?
- Is my channel effectively closing leads on their own, or am I still spending my resources on closing channel deals?
- How loyal are my partners, and how do I know?
- Do I have the analytical tools needed to gain insight into my channel performance?
- Am I recognizing and incentivizing the appropriate partner behaviors?
- How is “cloud” changing the game in my channel business?
The increasing focus on indirect channels parallels Impartner’s own growth, which has doubled its new customer base year over year and soared over 200 percent in the first quarter alone as demand for the company’s multi-award winning, out-of-the-box SaaS PRM solution catches fire with vendors scrambling to optimize the performance of their partner networks.
“A modern PRM solution is the single most important investment you can make in your channel program to truly harness the power of your partner network and ensure you have a nucleus from which to drive your channel’s success,” Taylor said. “Research shows that 86 percent of channel partners base their vendor selection primarily on the experience they have with the vendor’s portal. Companies who adopt off-the-shelf commercially available PRM tools see an average of $8 million to $9 million in incremental revenue over companies who build their own or rely on dated portal technology.1 There is great power in a well-crafted portal.”
The channel experts participating with Impartner in this eBook bring decades of cumulative channel experience working with and for companies such as Dell, EMC, Fortinet, Sun Microsystems, HP and Extreme Networks. Contributors include Gina Batali-Brooks, president, Is-Inspired, Theresa Caragol, founder, TCC Consulting, Daniel Hawtof, vice president of business development and channel solutions, Blackhawk Engagement Solutions, Heather Margolis, president and founder, Channel Maven Consulting, Norma Watenpaugh, founding principal, Phoenix CG, and Raegan Wilson, chief channel officer, Channel Squared Consulting.
Impartner delivers the industry’s most advanced SaaS-based Partner Relationship Management solution, helping companies worldwide manage their partner relationships and accelerate revenue and profitability through indirect sales channels. Impartner PRM is the industry’s most award-winning PRM technology and one of the industry’s only turnkey solutions that can deploy a world-class Partner Portal in as few as 14 days, using the company’s highly engineered Velocity™ onboarding process, which is guided by an individually customized Customer Success Portal. For more information on Impartner, which is based in Utah’s tech hotbed, the Silicon Slopes, visit www.impartner.com or in the United States call +1 801 501 7000, for EMEA general call +33 1 40 90 31 20, for London call +44 0 20 3283 4465, and for LATAM call +1 954 364 7883.