Determining elements -- and how to use them -- for greater ROI

Channel Management Insights speaks with Dylan Charles, Partner at Crimson Consulting Group

Today, perhaps more than ever before, the money that vendors spend to increase channel sales has to pay off. And this includes programs intended to help manage partner relationships.

However, in many cases, the range of elements in these programs is fairly fixed, and the elements -- economic incentives tools, benefits, funding, training and metrics incentives to achieve revenue goals -- aren't refreshed on a regular basis. The result? Programs that flatten out and fail to produce the desired results.

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Program elements analysis

Every channel program needs to be refreshed on a regular basis. But what do you need to change? How do you know? And what alterations should you make? According to Dylan Charles, a partner at Crimson Consulting Group, modeling answers all these questions and helps you create more effective, more profitable channel programs. He provides his insights, based on his professional experience, in this month’s feature article. 

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