Rethink Commerce Blog

Posts Tagged ‘channel sales’

3 Hidden Benefits of Self-Service

Posted on February 26th, 2014 by

We’ve learned why online self-service is the answer to the modern software sales dilemma. Providing self-service tools helps empower modern software buyers to make independent decisions about what to use and how. But while self-service has the obvious benefit of increasing customer satisfaction, it also has some unexpected ripple effects. These include a new boost for sales and marketing, valuable data for everyone in the organization, and better alignment between channels. Here’s a little more about each benefit. […]

The Channel Never Stays Still

Posted on December 5th, 2012 by

We’ve been talking a lot lately about the sales channel and how its role keeps evolving, particularly given the shift to the cloud and subscription-based software sales.

We recently noticed that MicroScope UK is celebrating 30 years of covering the channel. In recognition of this anniversary, the magazine is promoting a Looking to the Future survey on the channel. What they are saying echoes our beliefs as well. If one thing has become clear over the past three decades, it’s definitely that the channel never stays still. Rather, as MicroScope notes, the channel is continually evolving and getting ready for the future. Software vendors who pay attention to the evolution of the channel will survive; those who expect to keep doing the same will not, no matter how good their product may be. […]

Business of Software: How Vendors Can Leverage the Change in Software Distribution

Posted on April 25th, 2012 by
Indirect channels are clearly changing

While over 50% of software sales still sold through channels, traditional channel partners are diminishing and alternative e-channels are proliferating. This means on the one hand increased pressure on the traditional sales channels, putting more emphasis on results and partner loyalty and channel control – this translated into increasing pressure upon channel sales professionals. […]

Partner Relationship Management: Channeling Better Sales Results

Posted on December 8th, 2011 by

Indirect sales channels have always been attractive to companies seeking to augment their sales force, increase market share, remain competitive, and keep in-house employees focused on product development. The traditional downside was loss of insight into customers, fractured pipelines, missed opportunities, diluted branding, and market share cannibalism.

Contemporary technologies and best practices now allow companies to manage not only their partner relationships but partner operations as well, supporting them with proven go-to-market strategies that increase lead-to-win ratios. Will this technology remove the limitations on successful partner relationships? If so, how quickly will each side be willing to adopt? […]