|By Business Wire||
|April 9, 2014 11:49 AM EDT||
TreeHouse Interactive™, the technology leader in SaaS-based partner relationship management (PRM) and marketing automation platform (MAP) solutions, today introduced a white paper entitled Optimizing Channel Partner Sales Effectiveness, produced by research firm CSO Insights. The paper, available for download from the TreeHouse website, highlights sales challenges channel partners face, offers best practices for maximizing their sales performance, and provides case study examples of how organizations are using PRM technology to help their partners achieve business success. A recently recorded companion webinar featuring the paper's author, Jim Dickie, managing partner at CSO Insights, is also available for download by TreeHouse Interactive. The webinar was the first in a series themed "The Channel Marketer's Toolbox."
From its 20th annual Sales Performance Optimization study, CSO Insights found that nearly 95 percent of more than 1,200 sales executives polled raised their revenue objectives for 2014, and many of them are looking to meet these higher sales goals by selling increasingly more through channel partners.
"Partners can be a great resource for providing faster time to market, vertical market expertise and/or extended geographic sales coverage, " according to Dickie. "So, it is not surprising to see more interest focused on selling through channels. However, in today’s challenging sales environment, it is becoming clear that companies need to understand their sales 'in' from partners is a result of their partners' sales 'out.' In other words, vendors aren't successful unless their partners are."
Optimizing Channel Partner Sales Effectiveness identifies the key challenges impacting channel partner sales effectiveness, and explains how leveraging process, technology, and knowledge can make it easier for channel partners to sell vendors' products or services. The paper and companion webinar both offer real world examples of companies who have implemented solutions to maximize partner sales effectiveness. Some of the results include increases of: opportunity registration by 25 percent; partner portal participation rate by 41 percent and 12,000 file downloads; and three-fold increase in the number of market development funds requested.
To download the white paper Optimizing Channel Partner Sales Effectiveness and recorded companion webinar, visit http://mv.treehousei.com/Services/dl.aspx?Id=L7PZIZIKEF2EN.
About CSO Insights
CSO Insights is a sales and marketing effectiveness research firm that specializes in measuring how companies leverage people, process, technology and knowledge to improve the way they market and sell to customers. For 20 years, CSO Insights’ surveys of more than 15,000 sales effectiveness initiatives have been the standard for tracking the evolution of the role of sales, revealing the challenges that are impacting sales performance, and showing how companies are addressing these issues.
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About TreeHouse Interactive
TreeHouse Interactive delivers leading SaaS-based partner relationship management (PRM) and marketing automation platform (MAP) solutions to companies that want to get better return on investment from their partner networks and marketing efforts. Reseller View is the most complete PRM in the industry, while Marketing View has been innovating marketing automation since 1998. For more information, visit www.treehousei.com or call 801.576.8428.
Tags: partner relationship management, PRM, partner portal, channel partner, partner program
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