Anna Johnson writes the lead article for CCI's monthly newsletter 'Channel Management Insights'. CCI-Channel Management Solutions provide incentive solutions to promote partner engagement, streamline operations, and improve program ROI, including: Co-op/MDF programs, Joint Marketing Planning tools, SPIF/Loyalty Programs, Sales Performance Rebates, and Opportunity Management solutions.
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- Post date: 18 April 2013
- Post date: 05 February 2013
- Post date: 02 January 2013
- Post date: 07 December 2012
- Post date: 07 September 2012
Co-op and MDF programs are the most popular channel marketing programs offered by vendors. Despite their popularity, these programs are often ill conceived by vendors and consequently misused by channel partners. Vendors often leap before they look by implementing and executing these programs without asking themselves two simple questions. “What are our objectives and how do we design marketing programs to meet them?”
Anna Johnson of CCI sat down with Mike Haines, Director of Worldwide Strategy for SMB channel incentives at Microsoft to learn what common mistakes vendors make when designing their Co-op and MDF programs and how best to avoid them. With over 30 years of executive channel management experience including six years at Gartner, Mike Haines has provided sound advice to Fortune 500 companies on how to optimize sales and marketing through the channel.
- Post date: 07 August 2012
In a world where customers are moving toward managed services and away from hardware and software purchases, which of your partners will make the transition? What role do vendors play in enabling the channel to make the transition to selling managed services? For those partners that can't or won't make the transition, how will you recruit qualified partners to fill the gap?
Anna Johnson of CCI sat down with Craig Schlagbaum, Comcast Business Class Vice President of Indirect Channels, to discuss a new model of recruiting and enabling the channel to take advantage of the opportunity of a recurring revenue service.