White Papers

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Learn from our experience. We hope you will find these case studies and white papers useful. We introduce new white papers on this page every month -- so make sure to check back often.

Boost Channel Partner Productivity

The strategies shared in this whitepaper will help vendors develop strong, productive partner relationships and drive increased channel revenue. Building a detailed process, strategy and methodology that utilizes best practices is imperative to creating a profitable partner program that will withstand the inevitable changes in this volatile industry. Employing an integrated approach to your partner program will increase productivity and scalability to your channel partner program. Ultimately, a channel is only as effective as the partners within it, making it essential to follow best practices that are proven to deliver results.

Channel Enablement - Get It Right The First Time

Indirect sales channels have evolved significantly over the last decade and have become a necessity for small and large technology companies. To deploy and sustain a dedicated, global sales channel, vendors must give thoughtful consideration to the process in which a channel is built and enabled to optimize partner performance and channel behavior. This white paper will examine channel enablement strategies and discuss best practice customer spotlights.

Building the Right Coverage, Capacity, and Communication Strategy to Increase Channel Sales

This whitepaper offers best practices into creating the right partner coverage model, implementing partner recruitment methods, and utilizing integrated communication techniques to drive significant channel performance results. The strategies shared here allow vendors to build strong and productive channel partner relationships. This can be accomplished by having a partner coverage model in place in order to determine what type and how many partners are needed. This will also be achieved by continuous partner recruitment efforts and by utilizing an integrated communication methodology.

Best Practices Recruiting Top Tier Channel Partners

Partner recruitment strategies shared in this whitepaper will allow vendors to develop strong, productive partner relationships and drive increased channel revenue. Building a detailed "ideal partner" profile and conducting the proper research to discover the areas required within the partner's business ecosystem are imperative to creating the right win/win partner program. The right research and profiling can act as the program foundation for continued success.

OneVoice: Improving Communication to Optimize Channel Performance and Partner Engagement

Clear vendor-partner communication is the bedrock of every successful channel program. With the right amount detail and solid best practices to follow, vendors can greatly improve the effectiveness of their channel and increase sales through meaningful and appropriate communication with partners. Read this whitepaper to learn how the right communication and CSG’s OneVoice™ can help you achieve your channel sales goals.

Proven Programs and Techniques to Develop and Enable an Evolving Channel

Indirect sales channels have evolved significantly in the last 10 years and become a necessity for small and large technology companies. To deploy and sustain a dedicated, global sales channel, vendors must give thoughtful consideration to the processes in which a channel is built, enabled and used to sell, to optimize partner performance and channel behavior. This white paper will examine best practices in channel development, engagement and sales communication central to marketing and call center services for a secure, successful and nurtured partner network.

Channel Sales Metrics to Maximize Performance

This white paper introduces a set of core metrics that can dramatically improve a vendor’s understanding of its channel sales operation and lead to improved channel performance.

Lead Distribution in the Channel

The way leads are distributed often impacts the quality of service they receive. Vendors must employ a consistent lead distribution strategy that matches each lead with a partner that possesses the specific skills and experience to properly work each lead. This whitepaper shares best practices to assist vendors in the creation of solid processes resulting leads being serviced faster and more thoroughly. Read this whitepaper to increase the effectiveness of your channel.

Lead Referral Program Best Practices

Each partner has its own particular strengths but it’s impossible for them to possess the appropriate knowledge and skillset to close every lead they come across. Lead referral programs can be implemented to escalate sales by encouraging market participants to pass "discovered" leads to the most appropriate partner. Not only does this help the vendor increase the probability that each lead is closed, partners also benefit by receiving compensation for passing leads on to qualified parties. This whitepaper outlines the advantages of developing an effective lead referral program and shares best practices that will help vendors get started.

Adopt Best Practices to Optimize Lead Management Programs

Lead management processes play a major part in whether leads are converted into sales. We have utilized our expertise to create this whitepaper, which shares best practices and insights to optimize your lead management system. Learn everything you need to experience higher conversion rates and increase lead efficiency by reading this whitepaper.

Transforming Underperforming Deal Registration Programs into High-functioning Systems

Deal Registration programs are an important part of any channel program. Gain access to industry-leading insights and best practices that will help you optimize your deal registration program. Reading this whitepaper will provide you with the tools you need to start seeing the returns you deserve.

The Five Common Myths about Channels

Vendors and partners often have misconceptions about how channels function and what should be done to maximize channel ROI. Without the proper view of indirect sales channels, in-depth knowledge of their inner workings and a viable strategy to maximize their function, they often fail. Our whitepaper “The Five Common Myths about Channels” will provide answers frequently asked channel questions.

The Science of Hiring and Developing Channel Partners

EXECUTIVE SUMMARY: A channel is only as productive as the partners within it, so it pays to employ best practices when hiring and recruiting partners. Currently, productive partner relationships only last an average of four years. This whitepaper offers insight into processes and best practices used to develop and recruit the right channel partners, leading to long, profitable relationships. Vendors will gain the knowledge necessary to build a strong, effective channel by successfully onboarding productive partners.

Best Practices in Lead Management

Maximizing Lead Follow-up, Channel Feedback and Closure Rates to Increase Sales.

EXECUTIVE SUMMARY: This white paper explores how companies can improve channel performance by increasing lead follow-up, feedback and closure rates. It introduces a best practice approach to lead management process, from lead generation to sales contact to closed deal and reported results. Companies implementing these twelve best practices quickly see significant improvements in sales through the channel.

THE CHALLENGES: Most large manufacturers today earn more than 50% of their revenue through indirect sales channels. However, indirect sales are extremely difficult to manage.

Best Practices in Deal Registration

Seven Pillars for Creating a Successful Deal Registration Program.

EXECUTIVE SUMMARY: Deal registration programs have recently shifted from a channel program differentiator to a must-have. This white paper introduces seven best practices in channel deal registration that are essential to the success of any deal registration program – and that are also central to the design of the BLUEROADS solution. Companies implementing these seven best practices quickly see significant increases in both the number of registered deals and related revenue through the channel.

SEVEN PILLARS FOR SUCCESS: Deal registration programs provide a fundamental value proposition. They allow vendors to financially reward partners that are helping them grow market share.

Contact us TODAY to learn more about how Channel Services Group can help you achieve your Channel and Indirect Sales Partner goals.