Channel Sales Strategy: Importance of Branding

If money was no object, would you buy an iMac or a PC? You could say it depends on what your job is. If you’re a programmer, you’d probably say a PC; if you’re into graphic design or photography, you’d probably pick an iMac. What about, if you’re just an ordinary guy who is neither one of these professionals? Which has better branding?


channel management solutions

Branding is an important part of any channel sales strategy. Much like a franchisor would protect its brand by giving guidelines for franchisees to follow; vendors protect their brand by training channel partners on the finer points of marketing their products and/or services. Branding does not stop at the vendor. Even channel partners are protective of their own brands and that’s why they provide ample customer support for purchases on their site or physical store.

As a channel partner, I see how branding can determine longevity of a business because branding promotes customer loyalty. I see time and time again how in a supermarket, deluged by options, customers still pick out items they’ve tried, tested and grown accustomed to. Brands such as McDonalds, Starbucks, Kellogg’s, Tide, etc. had become ubiquitous items in our society, our community, and our homes.

In the world of Information Technology, brands such as Apple, Adobe, Microsoft, HP and countless other giants have become synonymous with quality high-value products. The channel sales strategy they employ surely included branding as top priority. As they become more and more famous, the strategies they employ to protect their brand can sometimes border on paranoia, like in the case of the Apple and the infamous iPhone 4.

Established brands are, in a way, more stable and would be harder to topple. For start-ups, however, the game had just begun. Start ups have a long way to go before they can prove their worth and their brand. Fragile reputations have to be cemented by concrete channel sales strategy. And this is how I see it.

The Beauty of LMS

A learning management system, or more commonly known as LMS, is a software that teachers and lecturer use in order to put out a virtual framework of their course outline. It’s basically a control panel on the guide of the lessons for the teachers to use. These past years, its been recently used to develop, increase and establish a communication process that is independent from other communication processes, like a one-on-one chat with your classmate while everything else is happening.


corporate learning solutions

To say the least, its been a success for the academe and other educational institutions that the learning management system has been put to use. Its efficiency and effectiveness has become increasingly good over the years, one that may challenge the conventional type of learning perhaps in the next few decades.

The program can do and provide various tasks like giving links to online resources while recording lectures, exercises and other tasks. Video conferences have also boosted its attention to itself thanks to the system. In simple terms, it’s an all in one class where everything works by a click of a mouse. The ability of the program has, by far, pushed distance learning to improve fairly quickly by offering remedial courses and heightening its qualities through integrating audio, video, and other printables.

However, the wave of LMS is fairly slow. Not all learning institutions have one and some of them can’t even afford it. Still, online learning is becoming more rapid in every country in the world. The use of electronic blackboards has been common in some countries like Japan wherein most classes apply both electronic learning while inside a classroom. Although, a lot of students as well as professors prefer the basic type. One may even predict that if technology pushes it reaches further, the physical library, along with its tons of books and papers may turn out to be obsolete by the time virtual learning has become dominant in the modern world.

In my opinion, I think it’s just a matter of time before people begin to recognize the efficiency of electronic learning courses. I think it won’t be a surprise if most young students of today become net savvy.

Letter to a Channel-Dependent Company—On Recruitment and Partner Profiles

Dear Channel-Dependent Company,

Over the years, I have observed how our industry has grown and evolved to adapt to the ever-transforming landscape of society and its needs and preference. If there is one thing that remained constant despite the numerous changes and modifications that took place along the way, it’s the importance of recruiting quality partners into your channel distribution network. Don’t believe it if someone tells you that you should only focus on recruiting as many companies as you can because the truth is that quality exponentially outweighs quantity in this case.

I know what you’re thinking. Thorough and careful recruitment is too much of an inconvenience. But don’t be disheartened by the task. There is in fact an effective and simple way to determine or identify which potential partners are most suitable for you and your business goals and objectives. This method is the comparison and contrast of partner profiles. What are partner profiles, you ask? These are handy collections of information detailing the specific qualities of individual companies. It contains information regarding their processes, objectives and goals, sales strategies, channel management strategies and other important details that enlighten you as to how well they perform as a business.

By using these partner profiles, you will be able to see if these potential partners match your company well. For example, there are partners who are extremely productive, but in the end prove useless to you because they are incompatible with your profitability goals and objectives. If your channel distribution network is comprised of a group of affiliates who satisfy your requirements, and share in your mission and vision, then there is little chance of failure in terms of productivity and performance.

I hope that I am able to give you insight on what you need to survive this increasingly competitive industry. It may seem challenging at first, but remember that you reap what you sow. Take it from my experience and don’t make the same mistake I did when I took my own recruitment process for granted.


Best Regards,
Down-spiraling Channel-Dependent Company

The Traits of a Fine Manager

One myth about direct selling is that some people are innately good at it while some people just aren’t born with the stuff that makes the product sell. That’s not true. In fact, the best salesmen are those who don’t rely on instincts alone and would a rather use a formula shined through hours and hours of practice. Wherever this myth came from, the truth is that selling really requires a lot of attention to polish those conversation tactics and sales pitches. Using instincts alone is good and would always prove useful but that strategy is erratic and could sometimes leave the customer with a bad after taste.

Managers don’t exactly need software like those programs for channel management services to properly adhere to the needs of their channels just the same as direct sellers don’t need to solely rely on instincts.

As manager who are over reliant to technology forget, the ability to know, classify, balance and improve on the basic procedures of management, along with the comprehension of the company’s situation, can be good enough to push the company the greater heights. It’s how we combine the skills we have. If lacking, then add some. After that, multiply. There’s never a subtraction because we can just bank the skill. If it becomes dull, then just sharpen it or replace it with something better. This applies to all kinds of businesses. The ability to motivate people is the ability to move effectively as a group and make things happen. This is the golden rule of management.


channel partner strategy

Using technology is a definitely a good managing method but this could also work against the company as I have previously learned about when I became dependent on some company’s software focusing on channel management services.

A fine manager is one that knows the needs, weaknesses, and opportunities his current circumstance lacks and provides. To understand which goal to direct and how specifically the company is going to get there is a trait of good administering, one that should be always taught and trained to managers. Keeping a check on his people while being sympathetic to their position should be a must learn. Communication is vital and earning the trust of the employees is even more crucial. If this is to be achieved, the company can expand, grow and be more flexible.

Elearning Training Solutions for the Disabled, a Possibility

Elearning is now providing valuable educational experiences to learners with special needs. The various solutions for electronic learning are helping educators deliver special needs education, which is a delicate, but very significant area of the industry. The success of this development can leverage the introduction of special needs electronic training solutions in the corporate world.

As defined in different sources, Elearning is short for electronic learning and involves the use of technological tools like the internet and software programs. Right now, the different available Elearning training solutions can help teachers deliver their courses, which include online assessment tools, customizable lesson plans, as well as software programs. All of these can help them teach the learners the skills necessary for them to adapt in academics and basic life or social settings.


elearning development

Two of the main features or benefits of electronic learning are highly suitable for these types of learners. First, it is customizable, and second, it helps them learn at their own pace. A traditional classroom setting cannot offer these things especially if there are other students around. With the help of Elearning solutions, teachers can design and create highly customizable lessons that address specific needs, and facilitate and help these students learn at their own pace. The learners with disabilities can enjoy the benefits of keeping up with schoolwork without the disadvantages of external pressure such as classmates, competitiveness and the like.

Special needs education through learning is something the corporate world can adapt to help disabled, but capable people to get employment. If given the required attention, dedication and support, the development of Elearning training solutions for disabled employees will become a reality. More people will have the opportunity to enjoy the advantages of honest, paid work regardless of any disability. However, until Elearning solutions for special needs education becomes a definite success, the training solutions would have to wait. Companies are careful with investments, nowadays, especially with the economic situation of the global market.

Communication is Key to Channel Partnership Success

A married couple cannot traipse on the rocky path ahead to marital bliss unprepared and unarmed. The same can be said about channel partners. You cannot just cannot recruit a company and promise it sweet nothings. You have to follow through by using tools and applications that can help you maintain a strong relationship and overcome the countless of hurdles ahead. This is why throughout the years, countless of channel management solutions have been developed and released in the market.


partner channel

Observing how a man and woman nurtures a solid married relationship actually gives me a clear picture of how business partnerships should be. Minus the romance and fluff (of course), business partnerships should be loyal, committed and dedicated to making the connection work. The only way to achieve this feat is through effective communication and trust, both of which are pillars of any steady relationship. But how is this ‘effective’ communication assured if partners can be located virtually anywhere on the globe?

Majority of manufacturers of today that utilize channel management solutions, being aware of the factor of communication, have provided their channel with web based partner portals. It is through these portals that they are able to establish healthy partnerships and maximize the benefits they can reap from it and vice versa. A partner portal is a web based application that is designed and equipped with marketing tools, pricing, support and other things that address the needs of partners for optimum productivity. By providing an authorized logon credential, a partner can access this portal and benefit from its offerings, making it happy, satisfied, prepared and keen on taking on sales and other tasks. Channel managers take advantage of a transparent view of what goes on in the channel as well. In other words, it is where manufacturers and their partners interact, collaborate and communicate easily, accurately and efficiently.

In order for a channel partners to enjoy a healthy and fruitful relationship, which in turn leads to successful channel business endeavors, then it is necessary to use channel management solutions and partner portals.

Good Partner Portals for Happy Partners and Better Channels

A successful channel is dependent on effective partner management strategies and satisfied channel partners. In this increasingly competitive market, businesses, especially the startups and smaller ones, cannot hope to thrive or even survive without utilizing a channel to transport goods and services to end consumers efficiently and effectively. Partners or intermediaries comprise the pipeline that accomplishes this, which means that you cannot afford to ignore what they need or have to say.

So how do we keep them happy? The answer is simple. Use an effective Partner Relationship Management strategy. And how do you ensure PRM’s success? You ensure it by using partner portals. And keep in mind that not just any portal will do. It has to be a GOOD one or else what would be the point?

Partner portals are web based applications that grant a company’s partners access to valuable information, resources and programs necessary for their growth and success by supplying authorized logon credentials. In addition to that, channel managers benefit from a direct and clear view of channel performance so that they can act justly and accordingly.

You can only claim that a partner portal is good is if it provides these two very important necessities: communication and collaboration. Remember that in channel management, healthy business partnerships must be nurtured and maintained. Like in any relationship, in order for it to work, the parties involved must be able to communicate and collaborate effectively so they can talk about their needs and problems so they can work out and smooth over whatever kinks are present.

Everyone covets a successful and profitable business venture. In order to fully realize this dream, remember this: keep your partners happy. The people “in between” are more important than you realize because without their loyalty, dedication and cooperation, a channel is as good as dead. So include a good working partner portal into your PRM strategy so you can satisfy your partners and benefit from better and more productive channels.

Banks are Banking on PRM Strategies

The reason why various industries are implementing different partner relationship management strategies in their business is because they are evidently effective and beneficial. Based on my research online, forming strong business alliances or partnerships and creating a channel distribution network is trending well in the global market, and the use of partner portals is becoming a valuable strategy. I recently learned (although I’m not surprised to find out about it) is that even the banking industry is ‘banking’ on PRM and web based portals.

Presently, banks are steadily growing organically and inorganically. The use of PRM and collaborating with different business partners are starting to play a vital role in their individual growth strategies. In an industry that is strongly linked with economy, it is obviously inevitable that they look to partners to expand their business and enhance their efficiency especially since the economic climate of the global market is not showing any signs of much coveted stability.


channel management solutions

There are a lot of possible specific reasons why banks are flocking towards web based portals. Portals act as entry points into the vast World Wide Web and typically offer search engines and/or links to relevant pages and maybe some news and other related services. In channel management, these play very important roles in fostering strong and committed productive partnerships which is the key to a successful channel distribution network. To me, their most significant role is ensuring effective communication and collaboration across channels.

A partner portal in the case of banks provides them with a common eco system which enables them to extend their once limited reach to strong partners. It likewise provides them with a medium to conduct streamlined and efficient transactions to ensure quality negotiations and business processes. Aside from easier access to pertinent applications, bank partners get to benefit from access to important information to help them perform optimally.

I think banks did the right thing by joining the bandwagon of channel management. Thinking outside the box and trying new alternatives are characteristics of channel stewardship, and I am glad that banks are practicing this considering that it is one of the best strategies out there right now.

How Did Partner Portal Solve Channel Partner’s Challenges?

The problems facing channel partners like my firm are lack of communication with the vendor, poorly maintained partner portals that contain nothing more than static information page about the product and the company, tedious paper works and sales reports, etc. How can we concentrate on sales when there are extra tasks that need to be done? These were our problems before the internet provided ways to improve our process.

It seems like every year, innovations on the internet continue to affect our business positively. First, there was the email, and then the file sharing, and now we have the web-based applications that integrate lead generation, sales reports and communication. All these elements are necessary for our success in generating sales that benefit not only our firm but also the vendor.

We’re lucky to have found vendors that provide partner portals so we can concentrate on what is important: Sales.

I personally prefer the customer information form that I can complete within minutes. It’s so easier than using a spreadsheet because the information is laid out in a single page. I can complete a customer profile in minutes. Another important feature of the partner portal is the real time product information page where the prices and information are update in real time.

The file management system integrated in a portal is also an essential component of the application. I do not need to physical search for files on customers or products because it’s all there in the virtual office environment.

Approved leads can be viewed immediately so we can proceed to the selling part of the business faster. Reports are generated automatically so I don’t have to go through every invoice or bill to create a monthly or quarterly report to fax or email to the vendor.

Partner portal is really the solution that we, resellers, have been waiting for.

Channel Partner Management—Importance of Marketing Funds and Incentives

Channel Partner Management is quickly becoming a standard in business considering the benefits countless of organizations and companies enjoyed with its implementation and integration. It may seem like a simple strategy, but there are a lot of factors and elements to consider and tasks to accomplish in order to make it really work.

Incentives and marketing funds are both very important in channel partner management. Marketing funds are necessary economically in the sense that they develop new markets and expand sales in the industry. They bring clients long-lasting business relationships with key resellers and distributors in specific channels, which include single and two-tier distributors, VARs or value-added resellers and direct resellers.

Partner Portals

Additionally, they are also extremely useful for clients because they help them avoid potential pitfalls in the development of marketing programs for the channel network. If armed with appropriate fund management, a company can enjoy the advantages of the development of profitable and effective channel programs.

The development of a new channel requires marketing funds for the maintenance of infrastructure planning and organizational structure aside from the simplification of the contractual agreement process for both distributors and resellers.

For a good number of channels that are still in the developmental stage, these funds are provided and used as incentives to potential partners or affiliates on the prowl for a channel to join. The secret to the development of a channel in a timely and effective manner is to get help from partners that can supply channel marketing funds for the successful development of programs.

The channel partner management funds are also great for channels that have already been developed and established for a good length of time. They can be used as incentives and even rewards for soon-to-be partners and for the continuing development and progress of a channel.

Small Hotel in The Gap: Yellow Bird Hotel Review

My friends and I decided to escape to the sunny paradise of Barbados to enjoy a much needed vacation from work. When we were just researching on the ideal place where a group of party-loving ladies can unwind and have fun, we found out that St. Lawrence Gap—or just known as The Gap—is the island’s nightlife and dining center. We quickly looked up all the possible accommodations there. Our rule was to stay within budget, so we quickly eliminated the choices for luxury hotels and looked at small hotel Barbados.

We ended up booking our stay at the Yellow Bird Hotel—and I am so glad that we did. It is an informal boutique hotel which has its own bar and restaurant, freshwater swimming pool and oceanfront rooms with amazing views. What I liked most about it are the facts that it’s cheap and close to all the great restaurants, boutiques and clubs, and that it gave us amazing value for our money.

I really liked our rooms as well because they’re stylish, well-equipped, clean and extremely comfortable. So whenever we‘re so tired after an extreme excursion down at The Gap, our rooms was the perfect place to recharge and prepare for the next action-packed day.
The staff was so nice and friendly, that we always had smiles on our faces. They’re so attentive and hospitable that the pampering feels like its coming from a 5-star hotel service. They helped us truly bask in the laid-back atmosphere and enjoy Barbados at its fullest.

I really recommend everyone to give this small hotel Barbados a try, because I guarantee that you won’t regret it. If you’re looking for a nice, comfortable and affordable reprieve from The Gap’s exuberant and tiring lifestyle, then the Yellow Bird Hotel is absolutely perfect for you!

Looking at the Past and Future of Elearning Solutions

e learning

It seems that there is a lot more growth in the elearning solutions industry than anyone could have predicted. A couple of years ago, we in the industry thought that there would indeed be growth. But we never expected that the growth would be this massive. The industry in the United States alone is almost worth thirty billion dollars. That is a very healthy industry indeed.

I remember back then, I was just a school teacher with substantial technology and software knowledge. I wanted to find and get involved with a bigger opportunity since my teaching career seemed to be going nowhere. Well, perhaps that is a gross overstatement. It is true that teaching, while a good steady job, will not create large amounts of wealth. I did not really want to be filthy rich, but I wanted to have the finer things in life and security for the family that I wanted to build. That was when I got into elearning solutions for companies that needed software training courses for specific reasons such as software rollouts or basic employee development.

I took the job but I did not let go of my full time teaching career. I merely lightened my load. I was teaching MWF classes only so that I had time for my other projects. Little did I know then that that would start a vibrant and glowing career that would lead me to where I am now.

Right now, we are predicting that the 30 billion dollar figure will nearly double in five to six years. Another forecast is that the industry will shift its market to Asia, where the Information Technology industry seems to be migrating as well. We are creating measures in order to take advantage of such arrangements, although North America is still a prime market.

PRM — Couple’s Therapy for Partners

In the world of business and sales, it is imperative that a good relationship is established amongst partners to ensure the smooth flow of processes and functions. Businesses—even a dominant one—cannot remain successful if it doesn’t reach out to other companies who offer the services it lacks.

It’s pretty much like a man and woman reaching out to each other because one is the vital half of the other. They are complementary. Basically, what I’m trying to say is that partnering up with different organizations is a lot like marriage. It requires communication, collaboration and commitment in order for them to attain joint goals and objectives. In that light, I can therefore say that partner relationship management (PRM) is the channel distribution network’s version of couple’s therapy.

In PRM, the different channels are managed or “counseled” by emphasizing the following points:

Sharing. Through partner portals, quality leads and other critical information, knowledge and programs are shared with the channel so that every member can function well and maximize their productivity. If there are those who are performing better than others, then they are given more attention and support.

Communication. Every good relationship is built on effective communication. Needs and concerns are openly expressed within channels so that partners can receive the support they need to improve their sales and generate substantial revenue for the network. It is important that there is clarity and understanding so that the relationship can reap just rewards. This is why the internet has played a very big role in the successful uptake of PRM in different companies. It allowed partners to communicate efficiently despite their distances from one another.

Common Goal. Every member within a channel should share common goals or objectives because it would certainly benefit the network. This way, everyone knows where they are headed and would thus motivate themselves to perform whatever’s necessary to achieve them.

It’s Time to Hack—for Elearning’s sake

So your computer at work sucks, too? Don’t worry, you’re not alone.

elearning solutions

It’s so frustrating that the people jostling about on the higher level of the ladder expect you to come up with fabulous output in thirty minutes when it takes roughly five minutes to load a stupid platform on the browser. What’s even more irksome is that they expect us to embrace elearning at work, receive training and professionally improve ourselves when the screen freezes as the antivirus program starts running. They probably don’t comprehend the gravity of having to work with a machine that has a memory capacity of an infant and the speed of a debilitated, elderly man. I mean my OS is Windows ME—ME, for goodness’ sake!



I mean, my twelve year-old sister can probably obtain information faster than I can if were to hold a little contest—she at home, me at work. I bet you a thousand dollars that she can get it done more efficiently, reference more professionals, and get guidance from better sources than I can ever hope to gather and accomplish. I’d probably fare better against my sister if I were to use my BlackBerry. It’s that bad.

The tools we use for our everyday lives have zipped past the ones people use at work. I don’t know why, but it looks like businesses are stupidly hanging onto process, bureaucracy and legacy technology, when they should be trying to sync with today’s society.

They leave working class people like us with no choice, sometimes. We’ve got to take matters into our hands. We should just hack the damn computers at work to suit our needs and working pace. If we want more effective elearning, then we need better software, applications, you name it. I bet you your manager and fellow workers will embrace your initiative, look the other way, if not, and follow your stead.

However, it’s important not to abuse this “hacking movement”. Avoid using social media at work (that means Facebook and Twitter). After all, the administrative office can get a hold of a web usage report every month and find out what you’re doing in your cubicle when you’re supposed to be working for efficiency, progress and what not. Don’t embarrass yourself.

I have also found this inresting topic.. E-readers take CES by storm