We are using cookies to give you the best experience on our site. By continuing to use our website without changing the settings, you are agreeing to our use of cookies. View our Privacy Policy.
 
Relayware Partner Relationship Management

Partnering Perspectives

Every day we're out there helping our customers better their partner relationships. Enjoy hearing from our channel experts who have an ear to the ground and who are sharing their latest commentary, musings and advice.

 

Successfully Onboarding Your Channel Partners
Recently, Relayware hosted a webinar with SiriusDecisions on Onboarding Channel Partners
Relayware Hackathon
Relayware Hackathon
Septmeber 19, 2016
Employee hackathon to further develop our PRM solution
You Need CRM + PRM for Robust Sales Management
It’s essential that your channel program data is synced between your CRM and PRM systems in order to maintain visibility into channel operations.
The Evolution of Channel Partner Programs & Their Characteristics
The typical characteristics of channel programs at four stages of growth
Relayware CTO Awarded a Patent Related to Big Data Distributed Computing
Relayware CTO has dee pexperience working with distributed information from different systems is similar to the way Relayware aims to bring together channel partner data.
Relayware Chief Product Officer Speaks at ChannelCon16 Part 3
CompTIA ChannelCon panel discussion dives into channel program elements of success
Relayware Chief Product Officer Speaks at ChannelCon16 Part 2
CompTIA ChannelCon panel discussion on the value of the vendors' brand.
Relayware Chief Product Officer Speaks at ChannelCon16 Part 1
Relayware Chief Product Officer Veronica Brunwin shared her insight at CompTIA's ChannelCon16
Introduction to Channel Partner Relationships
The very basics of channel partner relationships
Measuring the Email Responses from Your Channel Partners
Ideas for Evaluating Effective Emails to Your Channel Partners
Diagnosing Channel Partner Program Success
Upcoming webinar: Metrics You Must Know for a Strong & Growing Partner Program
Relayware Joins the Austin Tech Council
We are so excited to be new members of the Austin Tech Council.
Tomorrow - Gamification Webinar
Software is enabling us to track and award points like never before, to induce and inspire the behaviors that deliver to a company’s bottom line.
Relayware Featured on CCI's
Mike Maturo of Relayware joins the podcast to discuss what you should look for in PRM (Partner Relationship Management) platforms.
Checking out Technology Innovation
Checking out the latest in tech innovation at the Northside Innovation Festival
The Technology Behind Successful Channel Programs
Spoiler Alert – Channel programs require technology solutions that run all together.
New 2112 Group report explores the changing economics and technology-consumption patterns of channel partners, and how vendors should address these transformations.
New 2112 Group Report: “Shifting Sales Focus in the Channel”
New 2112 Group report explores the changing economics and technology-consumption patterns of channel partners, and how vendors should address these transformations.
Amadeus Capital Partners Leads $11 Million Investment in Relayware
Relayware is committed to improving Partner Relationship Management, and has received an $11 Million investment from Amadeus Capital Partners to help do so.
Relayware Demos Partner Portal at GENBAND Perspectives '16 Event
Showing channel partners all of the tools available on their partner portal
Relayware Hits 2015 Out of the Park, and Sliding into a Great 2016
Relayware announces the success of their 2015, growth in revenue and new channel partner clients, and their excitement for the coming 2016.
Nutanix Shares Best Practices for PRM Implementation
Nutanix presented the key to successfully implementing a partner relationship management (PRM) solution.
The Democratic Working Environment at Relayware
Recently, I was pondering what makes Relayware’s CORE development team different from others (or even if it is different).
Thinking Through the Nuances of Training Channel Partners
The more partner professionals who are vendor-certified sell more of that vendor’s solutions.
Breaking Down the Barriers between Direct and Channel Sales
Why CRM and PRM integration is essential to accelerate direct and indirect channel sales
Tips for Successful Channel Partner Onboarding
Here are some quick tips to incorporate into your onboarding process to make it automatically smooth for everyone – you and your channel partner.
How Relayware Enables Vendors & Channel Partners in the Age of Cloud Services
Your PRM system should make it very easy for your partners to promote your products to the right audience, whether that's line of business professionals or the IT department.
Relayware: One of the “50 Fastest Growing IT Services Companies”
Relayware recognized for automating channel management.
Engaging Channel Partner Training
Engaging Channel Partner Training
Posted on January 14, 2016
Tips for creating engaging channel partner training.
The Benefits of Relayware
Benefits of Relayware
Posted on January 12, 2016
Relayware is the most sophisticated PRM solution on the market. Read about just a few of the benefits here.
The Benefits of Partner Relationship Management
Let’s go over the benefits of implementing PRM and partnering automation solutions.
Four Channel Management Roles, Four Paths to Relayware PRM
An ideal, fully fleshed out partner management program employs four areas of channel management -- Channel Marketing, Channel Sales, Channel Operations, and Channel Training and each one has its own problems to solve.
Business Intelligence and Your Channel Partner Program
Business intelligence, in the channel, as in other contexts, is about the correlation between such metrics. And in those correlations lies the chance to optimize your partner program.
5 Things to Look for in a PRM Solution
5 Things to Look for in a PRM Solution
Posted on December 29, 2015
Make sure your partner relationship management (PRM) solution checks out in these five areas.
Powering the Cobranding and CoMarketing Cycles of Channel Partners
it’s common for vendors to provide customizable content as well as MDF that gets applied to all sorts of lead-generating efforts. Here is food for thought on best practices.
CRM and PRM: Sync Data and Combine Forces
PRM adds the functionality needed specifically for channel partners, such as recruitment, registration, tracking, training, segmenting, protecting, supplying and incentivizing.
6 Common Qualities of Successful Channel Incentive Programs
Successful channel partner incentive programs do have several things in common
5 Things on Vendor’s 2016 Channel Wish Lists
Here's what Relayware is hearing from vendors: channel application fatigue, spreadsheet eyestrain, automation + personalization, inertia
Ask the Expert: Steven Nettleingham, Relayware Front-end Developer
We’re constantly working to keep our channel partner application designs fresh and current
In-Person Seminars: a Vendor-Channel Partner Collaboration and a Source of Leads
When you offer an in-person seminar, make sure your local channel partner takes an active role.
Getting Your Share of the Scarcest Channel Partner Commodity: Attention
Getting direct employees to focus is hard enough; getting your indirect sales channel to pay sufficient attention to your common pipeline, when other vendors compete for the same limited time and mindshare, is simply impossible to do manually, at scale.
Best Lead Distribution Practice: Enforcing the Closed Loop
The most important channel practices in lead distribution are...
Diligently Updated, Deal Registration is a Data Goldmine
Properly set up, deal registration can sweeten deals for both reseller and end-customer, and help edge out competing vendors.
Channel Partner Account Plans: Collaborative Roadmap or Keepsake?
2016 is close enough to get business plans in shape for your channel partners.
5 Ways to Boost Channel Partner Engagement
How healthy and active is your channel partner community? Here are some health check tips
5 Ways to Encourage Channel Partners to Share Your Brand's Content
Simple tactics you can deploy today to encourage your channel partners
Yes, Channel Partner Engagement Is As Low You As You Think It Is (part 2)
Channel partner engagement is such a rich topic that I’m back with 5 more tips.
Yes, Channel Partner Engagement Is As Low You As You Think It Is
Experts report that partner engagement is flagging. In a world where the tools for engagement are more intuitive and plentiful than ever, why is the case?
Ask the Expert: Ryan Letley, Relayware Test Engineer
Embrace automation with enthusiasm, but don’t rely on it solely."
Ask the Expert: Alistair Barclay, Relayware Customer Services Manager
The satisfaction of being able to help our customers complete a task is what keeps me interested.
Ask the Expert: Yan Anderson, Project Implementation Consultant Part 1
Channel managers are facing the same problems today that they were 9 years ago. But, Relayware and our customer contacts are much more sophisticated in the way they tackle channel challenges.
Ask the Expert: Yan Anderson, Project Implementation Consultant Part 1
I’ve been with Relayware so long that I know the product inside and out. As a result, I’m able to identify what’s really, deeply necessary, and I was able to benefit the Relayware product roadmap with changes that our customers really need.
Ask the Expert: Sandra Barkhuizen, Relayware Lead UI Developer
UI development is a constantly evolving combination of technologies, visualisation, psychology and human behaviour. This is an area that makes every day an adventure, because it’s forever changing.
Ask the Expert: Tara Pagan, Relayware Training Specialist
Every day, when I am training our customers, I am working with top-level, smart people.
Ask the Expert, Jim DeSocio, Relayware Chief Revenue Officer
The first challenge is finding the right partners. But then the challenge continues. Next, you need to onboard, train and certify those partners.
Ask the Expert, Gawain Claridge
Ask the Expert, Gawain Claridge
Posted on September 17, 2015
The age old question “Which partners can deliver the growth I need?” is still important today
Ask the Expert, Robert Mann, Chairman and CEO
The result of motivating a channel partner is that the channel partner professional chooses to sell my products over the competition’s
Total Cost of Ownership for Salesforce Communities
Total Cost of Ownership for Salesforce Communities
Posted on September 10, 2015 By Karren Gurnhill
Salesforce Communities' big gotcha – the Total Price of Ownership is huge.
Ask the Relayware Expert: John Benecke, CFO
Channel partner engagement = alignment + involvement.
Looking at Salesforce.com’s Communities for Partner Relationship Management?
Where Salesforce Communities falls short on partner relationship management.
Local Languages for Your Partner Portal
Local Languages for Your Partner Portal
Posted on September 1, 2015 By Mike Maturo
Relayware’s industry-leading multi-lingual support is mission critical for any partner program with global aspirations.
Getting Social with Your Channel Partners
Getting Social with Your Channel Partners
Posted on August 27, 2015 By Karren Gurnhill
Social media is another place where you can capture your current and prospective channel partners’ attention.
The Strengths of My Relayware Colleagues
The Strengths of My Relayware Colleagues
Posted on August 25, 2015 By Ryan Letley
Relayware truly is a great place to work as a result of my colleagues!
You’re Channel Partners Want Relevant, Personal Communications.
Strong, effective channel partner communication is vital to keep your program on track and growing.
Better Communications with Your Channel Partners and Customers
Better Communications with Your Channel Partners and Customers
Posted on August 17, 2015 By Karren Gurnhill
With a solid strategy in place, that clarifies your objectives along with precisions on who you are talking to and what you are saying, you’ll have much greater success in your channel partner communications.
My Summer Internship at Relayware
My Summer Internship at Relayware
Posted on August 12, 2015 By David Cress
As a rising junior in college, I’m still not sure what direction my career will take, but I know that no matter what I do there will always be a sales and a marketing aspect to any job I take in the future.
How Large Cybersecurity Companies Maximize their Channel Partners
Examining what channel operations larges, established IT security companies focus on
(New eBook): The Definitive Guide to Partnering Automation
Relayware's brand new eBook to help you understand what your business and channel needs from you in 2015 and beyond.
The Most Effective Training and Testing Programs
The Most Effective Training and Testing Programs
Posted on August 5, 2015 By David Cress
Marketing intern (and professional student) relays the most effective learning strategy
The Partner Program Profile of Successful High-Growth Cybersecurity Companies
It’s no secret that channel partners are an integral part of the IT security industry landscape. How are high-growth IT security companies seeing channel partner program success?
Tips for Collaborating with Your Channel Partner Part 4
Tips for Collaborating with Your Channel Partner Part 4
Posted on July 30, 2015 By Karren Gurnhill
Final 2 tips in the series of 8 tips for channel partner collaboration
Supercharge Channel Partner Collaboration for Even More Revenue Part 3
It has never been easier to identify and communicate with channel partner professionals and as a result your partners expect a fair and equal back-and-forth.
More Ways to Increase Partner Collaboration Part 2
More Ways to Increase Partner Collaboration Part 2
Posted on July 23, 2015 By Karren Gurnhill
Two more tips for channel partner collaboration that will engagement from your partners.
8 Ways to Supercharge Partner Collaboration
8 Ways to Supercharge Partner Collaboration
Posted on July 21, 2015 By Karren Gurnhill
Delivering on the promise of true collaboration involves rethinking your approach channel management processes and technologies.
Digging into More Ingredients for Successful Partner Portals
Go at the partners’ pace. Make your partner portal rewarding. Keep it compelling.
Digging into the Ingredients for Partner Portal Success
Digging into the Ingredients for Partner Portal Success
Posted on July 14, 2015 By Simon Taylor
Personalize the Portal. Respect your channel partners’ time. Know where they are in their journey.
The Partner Portal - Mobile Matters
The Partner Portal - Mobile Matters
Posted on July 9, 2015 By Simon Taylor
Partners don’t want partial functionality on their mobile devices; they expect to be able to do everything from their devices that they can from their laptop.
Just Another Partner Portal vs. A Successful Partner Portal
In this blog series on successful partner portals, I will explore the key elements and strategies between just another partner portal, and a successful portal.
Learning Matters to Relayware
Learning Matters to Relayware
Posted on June 30, 2015 By Jim DeSocio
We are constantly striving to create the best products that provide the best channel management experience for our customers and their channel partners.
Relayware’s Passion Underlines Our Success
Relayware’s Passion Underlines Our Success
Posted on June 22, 2015 By Ryan Letley
We function as a strong, engaged team to realize our customers’ needs.
Why I Joined Relayware
Why I Joined Relayware
Posted on June 18, 2015 By Jim DeSocio
I am excited to join Relayware as the company’s chief revenue officer.
The Evolution of Channel Partner Management
Today, channel partners are more sophisticated and have higher expectations. Vendors need better tools to not only manage partners but to engage with partners and drive revenue
Business Planning Tools Are Key to Success with Channel Partners
Collaborating on defining and agreeing to the business / account plan is the groundwork for a solid base of trust and sense of joint accountability for the coming period
Optimizing Your Channel Program
Optimizing Your Channel Program
Posted on May 14, 2015
“The devil is in the delivery.” Get your unfair share of mindshare with your partners.
The Return Value of Channel-Specific Programs
Managing an indirect channel is complex. Use the right tools for the right job.
Don’t Let Your Channel Partners Be Screaming Toddlers
An absolute must for partners is a high-performance portal that serves as a one-stop shop with fully automated resource with recruitment, training and deal registration.
The Power of Channel Engagement
The Power of Channel Engagement
Posted on April 30, 2015
To engage your partners is to keep you top of mind while they are in front of customers.
Channel Partner Management and CRM
Channel Partner Management and CRM
Posted on April 29, 2015
One of Relayware’s top selling points is our seamless integration with Salesforce.com
Engage Your Tier 2 Channel Partners
Engage Your Tier 2 Channel Partners
Posted on April 24, 2015
Instead of focusing on attempting to lift an entire channel partner organization, which typically has a number of professionals working on your behalf, find the individual B players and increase their productivity.
Relayware’s Product Quality
Relayware’s Product Quality
Posted on April 20, 2015 By Ryan Letley
Channel partner professionals have their priorities (increasing channel sales), and I have mine – making it easy for them to get their job done as effortlessly as possible.
The Partner Account Plan: The Critical Launch Pad to High Partner Performance
The Partner Account Plan
Posted on April 8, 2015 By Simon Taylor
Partner account planning (or business planning) is the cornerstone to higher partner performance. However, often it’s an often-overlooked part of the process.
One-Stop Shop for Your Entire Channel Partner Relationship Management
One comprehensive PRM system makes it easier for partners to access channel resources
Relayware is One of CIO Review's “Most Promising Networking Solution Providers
Relayware is very pleased to be among this year’s “20 Most Promising Networking Solution Providers 2015.”
Stop Using Spreadsheets for Partner Management
Stop Using Spreadsheets for Partner Management
Posted on March 25, 2015 By Allison Watters
If you’re using spreadsheets to manage your partner program, you don’t get it.
Life as a Relayware Configuration Engineer
Life as a Relayware Configuration Engineer
Posted on March 17, 2015 By Mark Carpenter and Jaime Hutchins
As Relayware configuration engineers, we work hard to create the ideal experience for Relayware customers and their partners.
Relayware at Its First ASAP Annual Summit
Relayware at Its First ASAP Annual Summit
Posted on March 12, 2015 By Mike Maturo
As a new member of the Association for Strategic Alliance Professionals, my Relayware colleague and I attended the group’s annual summit.
The Shadow Relayware Casts
The Shadow Relayware Casts
Posted on March 10, 2015 By Ryan Letley
Relayware will cotninue to be like a strong oak tree, and the Relayware character is how we are known for being a dependable market leader.
Relayware at the Association of Strategic Alliance Professionals Annual Summit
I was really impressed with the collaborative spirit of ASAP members, and we look forward to continuing to learn from this intelligent community.
Relayware Recognized for Strong Customer Service
Relayware Recognized for Strong Customer Service
Posted on March 5, 2015 By Allison Watters
Relayware’s entire business is centered on improving relationships. It’s something we care deeply about – in every corner of our organization.
Starting New Customer Relationships Right
Starting New Customer Relationships Right
Posted on March 3, 2015 By Michael Hutchinson
We work with our customers so they understand the best channel partner practices and processes.
Technology Matters to Relayware
Technology Matters to Relayware
Posted on February 28, 2015 By Sandra Barkhuizen
At Relayware we prioritize balancing cutting edge technology with an easy-to-use experience for our customers.
“Fueling the Future” of GE Oil & Gas Partners
“Fueling the Future” of GE Oil & Gas Partners
Posted on February 24, 2015 By Randy Skipper
GE Oil & Gas is working with Relayware to transform their partner experience
Energizing Adaptive Insights’ Partners
Energizing Adaptive Insights’ Partners
Posted on February 19, 2015 By Randy Skipper
How Relayware is helping advance Adaptive Insights Channel Program Advance Sales
The Art of Partnering Up
The Art of Partnering Up
Posted on February 12, 2015 By Jake White
We all help each other Partner Up to help you Partner Up.
We Strive for the Best Here at Relayware
We Strive for the Best Here at Relayware
Posted on February 10, 2015 By Stuart Phipps
When you work with Relayware, you know that everyone here is working to help you improve partner performance.
Part 3 of Channel Partner Motivation: Gameification
Part 3 of Channel Partner Motivation: Gameification
Posted on December 29, 2014 By Simon Taylor
Gamefication’s biggest benefit is in encouraging indirect channel personnel to engage in more mundane but important activities that help the vendor or the wider ecosystem.
Stevie Awards Recognize Relayware’s Strong Sales & Customer Service
Relayware is a finalist in three categories in the ninth annual Stevie® Awards for Sales & Customer Service
Encouraging Girls to Enter IT Careers
Encouraging Girls to Enter IT Careers
Posted on December 23, 2014 By Allison Watters
Help girls pursue careers in technology for greater companies and products
CRM vs. PRM; Coach People, not Bricks and Mortar Toward High Performance
When using a CRM solution, such as Salesforce.com, to manage your channel partners, it quickly becomes cost prohibitive to provide every single one of your channel sales professionals with a Salesforce.com license. This is not the case with a solution like Relayware.
Part 2 of Channel Partner Motivation: Drilling Down Into Effective Motivators
Previously in this series, I drilled down into what sustains channel partner engagement and why it’s valuable. Today, I’m going to cover two types of effective motivators -- financial compensation and social reward.
How Can I Get More and Better Leads Through my Channel Partners?
How to enhance the quality of channel partner leads
Partner Engagement Part 3
Partner Engagement Part 3
Posted on December 19, 2014 By Simon Taylor
For many reading my posts on partner engagement, you aren’t starting from scratch. You have current partners that you need to lift, so they will be more successful and you will see greater return.
How Well Do You Know Your Partners?
How Well Do You Know Your Partners?
Posted on January 26, 2015 By Mike Maturo
Consider these questions to evaluate how well you really know your channel partners
How the CIO and CMO Collaborate with Partnering Automation
How the CIO and CMO Collaborate with Partnering Automation
Posted on December 19, 2014 By Allison Watters
the very best channel partner programs are when the CIO and CMO collaborate.
Using Development and Operations (DevOps) to Respond Faster to Customers
Merging development and operations helps create a positive customer experience
Part 1 of Channel Partner Motivation: Starting with the Right Questions
As a starting point for reviewing your partners’ motivation and applicable incentives, take a look at your current behaviors, attitudes and systems as they relate to channel engagement to start your thought process.
Partner Up with Relayware
Partner Up with Relayware
Posted on January 20, 2015 By Ryan Letley
Partner Up with Relayware and reach new heights with your channel partner program
The Value of Automation in IT
The Value of Automation in IT
Posted on January 14, 2014 By Stuart Phipps
Realize significant savings over time by reducing repetitive efforts that are devoted to developing, testing, deploying and maintaining applications
How to Make Sure the IT Department Supports the Most Tech-Savvy Employees
It’s essential that those of us in IT act as a contributing partner to every department or we’ll be left out and left behind.
Part 5 of Channel Partner Motivation: Collaboration
Part 5 of Channel Partner Motivation: Collaboration
Posted on January 7, 2015 By Simon Taylor
What ties channel partner motivation is collaborating with your partners.
Partner Engagement Part 4
Partner Engagement Part 4
Posted on December 10, 2014 By Simon Taylor
How partner engagement will ensure your partners stay with you and continue to produce revenue for you.
How IT Should Apply The Agile Manifesto to Team Collaboration
How IT Should Apply The Agile Manifesto to Collaboration
Posted on December 30, 2014 by Stuart Phipps
The Agile Manifesto should be adopted by today’s IT departments and their interactions with other colleagues.
Herzberg's Motivation-hygiene Theory Applied to Your Channel Sales
Frederick Herzberg developed a theory that job satisfaction and job dissatisfaction may work independently of each other.
Part 4 of Channel Partner Motivation: The “Partner Score”
Part 4 of Channel Partner Motivation: The “Partner Score”
Posted on January 5, 2015 By Simon Taylor
Apply points / scores to activity and behavior to motivate partners.
Reflective Analysis Leads to Insightful Actions
Reflective Analysis Leads to Insightful Actions
Posted on December 8, 2014 By Bob Mann
Looking at 2015, do some reflective analysis to provide insight on the best course of actions ahead.
How to Increase Certainty in Your 2015 Planning Be More Collaborative
We know that 30 percent of the sales came from leads generated by the company, and the partners generate leads for the remaining 70 percent of the revenue.
The Importance of a Strong Marketing-IT Relationship
The Importance of a Strong Marketing-IT Relationship
Posted on November 25, 2014 by Stuart Phipps
How IT can consider the Marketing department's needs and productively work together.
Partner Engagement Part 2
Partner Engagement Part 2
Posted on November 24, 2014 By Simon Taylor
In my previous post, I focused on engaging a partner in the first 30 days. Now, I’ll share with you other areas to increase partner engagement, and therefore partner revenue.
Partner Engagement Part 1
Partner Engagement Part 1
Posted on November 19, 2014 By Simon Taylor
People have a propensity to delete emails, and you have to capture them immediately to prove you are providing value. Just like you, your partners are bombarded with 100s of messages every day.
Common Complaints from Channel Marketers pt 3
Common Complaints from Channel Marketers pt 3
Posted on November 18, 2014 By Mike Maturo
Common complaints from channel marketers, partner managers, and even CMOs and CEOs fall into three categories: technological, behavioral, and portal.
The Big Dollar Impact of Context over Content in Your Messaging
The Big Dollar Impact of Context over Content in Your Messaging
Posted on November 17, 2014 By John Benecke
According to published research by companies like WordStream the ad click-through rates achieved by Google versus Facebook has Google leading by a factor of x8.
The Value of Software Testing
The Value of Software Testing
Posted on November 11, 2014 By Ryan Letley
Here at Relayware, the software test team is seen as essential to making a great product.
Common Complaints from Channel Marketers pt 2
Common Complaints from Channel Marketers pt 2
Posted on November 12, 2014 By Mike Maturo
Common complaints from channel marketers, partner managers, and even CMOs and CEOs fall into three categories: technological, behavioral, and portal.
What Today’s Sales Leaders Can Learn from the Morse Code Pioneer -- Sir William
Don’t Fall Into The Siren-like Lure of Inertia
Common Complaints from Channel Marketers pt 1
Common Complaints from Channel Marketers pt 1
Posted on November 5, 2014 By Mike Maturo
Common complaints from channel marketers, partner managers, and even CMOs and CEOs fall into three categories: technological, behavioral, and portal.
1 Year After Your Partner Program Has Launched, Check These Metrics.
The combination of these KPIs will tell you the power of a partner, and you can assess their relative strength in a particular geography or vertical
Relayware Loves Baking Like It Loves Creating Software
Relayware Loves Baking Like It Loves Creating Software
Posted on October 31, 2014 By Allison Watters & Stuart Phipps
Relayware raised over $300, and the women enjoyed 19 treats in honor of Breast Cancer Awareness month
Driving Transformational Change in Your Channel Partner Program
Consider these two approaches to drive transformative improvement in your channel program.
Considering PRM?  5 Steps to Getting It Right.
Considering PRM? 5 Steps to Getting It Right.
Posted on October 27, 2014 by Mike Maturo
When you reach the milestone of 100 partners, know the answers to these 5 questions.
Why I Eat My Own Dog Food and Drink My Own Champagne
Why I Eat My Own Dog Food and Drink My Own Champagne
Posted on October 22, 2014 by Karren Gurnhill
How and why I'm using Relayware's platform for sales and marketing
Tips to Supercharge Your Productivity in Just 5 Minutes
Tips to Supercharge Your Productivity in Just 5 Minutes
Posted on October 20, 2014 By Stuart Phipps
By changing a few habits, you can easily get motivated, recharge and help all those folks depending on you. Here are some of my tips to supercharge your productivity in 5 minutes
Congratulations Veronica Brunwin on being a finalist in the 11th Stevie Awards
Our own chief product officer, Veronica Brunwin, has been named a finalist in the 11th annual Stevie® Awards for Women in Business.
Relayware Experiences Great Growth with New Customers, Employees and Technology
We have a lot to celebrate here at Relayware. As we are expanding our partnering automation software offerings, we’ve seen tremendous growth
Happy Birthday CSS!! 20 Years Old Today (10th October 2014)  Innova
Happy Birthday CSS!! 20 Years Old Today (10th October 2014)
Posted on October 10, 2014 By Stuart Phipps
On the day Relayware rolls out a new website, we’re pleased to wish CSS a happy birthday. Couldn’t do it without you!
Relayware CEO Mike Morgan Defines & Explains Partnering Automation
Relayware CEO Mike Morgan Defines & Explains Partnering Automation
Posted on September 25, 2014 by Allison Watters
Relayware CEO Mike Morgan sat down with CRM Magazine publisher Bob Fernekees to define “partnering automation”
Your Customers Are All That Matter Pt. 2
Your Customers Are All That Matter Pt. 2
Posted on September 10, 2014 by Mike Morgan
Controlling the customer journey and experience when you don’t really own the customer
Your Customers Are All That Matter Pt.1
Your Customers Are All That Matter Pt.1
Posted on September 1, 2014 by Mike Morgan
But What if You Don't Actually "Own" the Customer?
Are You Managing Your Partners’ Experiences?
Are You Managing Your Partners’ Experiences?
Posted on July 7, 2014 by Chris Bucholtz
Your channel program is directly involved in shaping the customer experience
Recruitment: the First Step in Beating the Pareto Principle
Recruitment: the First Step in Beating the Pareto Principle
Posted on June 23, 2014 by Chris Bucholtz
Work with existing partners to make them better at selling your products
Change Your Perception; Change Your Perform
Change Your Perception; Change Your Performance
Posted on May 9, 2014 by Guest Blogger Gerhard Gschwandtner
Choose to change your perception of reality
Do You Have a Plan for Creating a High-Performance Partner Portal?
Simplify training, deal registration, lead management and marketing support through your portal
Metrics You Might Miss: Active Use of Marketing Materials and Deal Registra
How to see if you marketing efforts are aligned with your partners’ needs
Metrics You Might Miss: Individual Reward Programs vs. Organizational Inc
Divert incentive funds toward more productive activities
Metrics You Might Miss: MDF Utilization
Metrics You Might Miss: MDF Utilization
Posted on April 9, 2014 by Chris Bucholtz
Better allocation of funds to the right partners as time progresses
Metrics You Might Miss: Partner Profitability-to-Certification Correlatio
Discover the correlation between their profitability and the rate of certifications they’ve earned
Metrics You Might Miss: the Timing of the Lead Hand-off Process
See where your processes are slowing the lead process
Metrics You Might Miss: Consistent Answers to Questions
Metrics You Might Miss: Consistent Answers to Questions
Posted on April 2, 2014 by Chris Bucholtz
Do you have a blind spot into the effectiveness of your testing?
Metrics You Might Miss: Downloaded Content
Metrics You Might Miss: Downloaded Content
Posted on March 31, 2014 by Chris Bucholtz
Understand how content is being consumed and which content has a result
Metrics You Might Have Missed: Portal Content and Partner Behaviors
Understand how to make the portal more effective by making the content more effective
Managing Training Manually Means Missed Opportunities
Managing Training Manually Means Missed Opportunities
Posted on March 6, 2014 by Chris Bucholtz
Training is one of the critical concerns for businesses selling through the channel.
Communicating with Partners Means Competing in the Attention Economy
Communicating too little with partners is a problem, but so is communicating too much.
The Enemy of Vendor Channel Optimism: a Persistent Lack of Visibility
Partners and vendors surveyed on the coming year’s objectives and projections
Lost in the Fog: How a Lack of Visibility Hurts Vendor MDF Efforts
Investment that result in increased loyalty and, over time, higher revenues
Joint Partner Planning: The Easy Way to Skip Partner Pain
Joint Partner Planning: The Easy Way to Skip Partner Pain
Posted on January 29, 2014 by Chris Bucholtz
Seek out and act on expert advice
Recruiting the Right Partners: A Sit-Down with Acumatica’s Dawn Jaeger
Recruitment is an ongoing task that’s crucial to growing business.
This American Life Captures Incentives in Action
This American Life Captures Incentives in Action
Posted on January 20, 2014 by Chris Bucholtz
The episode “129 Cars” highlights how car manufacturers incentivize dealerships
Gamification: A Winning Way to Influence Channel Partner Behaviors
The real trick is to understand your partners, your partners’ motivations
Are You Motivating Partners Based on Their Real Needs?
Are You Motivating Partners Based on Their Real Needs?
Posted on January 13, 2014 by Chris Bucholtz
Understand your partners’ relationships with you and their satisfaction with you
Incentive Programs: Fail Fast, Then Adjust for Success
Incentive Programs: Fail Fast, Then Adjust for Success
Posted on January 2, 2014 by Chris Bucholtz
Visibility into your incentive programs tells you how far you are from the target
Great Support Builds Partner and Customer Loyalty
Great Support Builds Partner and Customer Loyalty
Posted on December 24, 2013 by Chris Bucholtz
To foster channel partner loyalty, create a good partner support experience
Wasted Effort and Wasted Opportunity
Wasted Effort and Wasted Opportunity
Posted on December 17, 2013 by Chris Bucholtz
Provide assistance and education to all partners that maps to their current and potential future value to your business
The Partner Management Problem
The Partner Management Problem
Posted on December 12, 2013 by Chris Bucholtz
Using the correct tools for the job. CRM for customers & PRM for partners
The Wave, and the Way Forward
The Wave, and the Way Forward
Posted on Novemeber 26, 2013 by Chris Bucholtz
Relayware is strongest overall, performing best in aggregate between the metrics of strength of current offering and strategy.
Lenovo Seizes PC Crown from HP
Lenovo Seizes PC Crown from HP
Posted on July 18, 2013 by Karren Gurnhill
Lenovo deployed Relayware to manage its worldwide channel operations and partner portals
10 Reasons Vendors Are Difficult To Work With
10 Reasons Vendors Are Difficult To Work With
Posted on May 13, 2013 by Ken Snyder
your resellers and partners wish you were easier to do business with
African Proverbs and the Indirect Sales Channel
African Proverbs and the Indirect Sales Channe
l
If you are a vendor, start by enlisting the entire village to help fulfill the needs of each newcomer
Collaboration Beyond the Enterprise – Feature Article by Channel Management Insi
Collaboration Beyond the Enterprise
Posted on March 20, 2013 by Anna Johnson
The communication and collaboration features of the next-gen PRM systems are a natural fit with the indirect channel ecosystem.
Unlocking Value and Productivity Through Social Technologies
Unlocking Value and Productivity Through Social Technologies
Posted on January 28, 2013 by Mike Morgan
o reap the full benefit of social technologies, organizations must transform their structures, processes, and cultures
Social Marketing and Multi-Channel Communication
Social Marketing and Multi-Channel Communication
Posted on December 17, 2012 by Mike Morgan
Be mindful that an increasing amount of time is spent using mobile apps as opposed to mobile browsers
Social Channel Marketing and Re-Marketing Best Practices
Social Channel Marketing and Re-Marketing Best Practices
Posted on November 7, 2012 by Ken Snyder
Clearly communicate the rules and benefits of engagement to your indirect sales channel. Give them the flexibility to choose when, where, and how they engage as each situation fits their unique image and what it is that they want to be known for.
Collaboration and Multi-Channel Communications Are the New Gold Standard for Cha
Collaboration and Multi-Channel Communications
Posted on October 31, 2012 by Ken Snyder
Do your channel marketing efforts still revolve around partner portals, weekly email blasts, and the desktop/laptop user?
Game Mechanics And The Indirect Sales Channel
Game Mechanics And The Indirect Sales Channel
Posted on October 31, 2012 by Ken Snyder
The Indirect Sales Channel Is Already Conditioned To Adopt “Public” Game Mechanics. They Just Need The Platform
SugarCon 2012 and Social PRM
SugarCon 2012 and Social PRM
Posted on April 30, 2012 by Mike Morgan
The Relayware team have returned from SugarCon 2012 in San Francisco after our first year of sponsoring the event. It was attended by around a thousand SugarCRM customers, partners and developers and spanned three days. It’s a unique blend of …