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The Music Modernization Act and CLASSICS Act move a step closer to becoming law

The Music Modernization Act and CLASSICS Act move a step closer to becoming law

As consumption of music has moved away from the physical realm of CDs and vinyl into the digital realm, copyright laws have had difficulty representing this technological shift in a fair way for all parties involved.  The Music Modernization Act (MMA), which also contains the Compensating Legacy Artists for their Songs, Service, & Important Contributions to Society (CLASSICS) Act, recently enjoyed big wins since the U.S. Senate and House of Representatives passed the motion unanimously (an impressive feat, considering modern bipartisan politics).  It is now ready for consideration and on its way to the President for his signature into law.
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Streamlining the Licensing Workflow – Why Attending Conferences is Important

Streamlining the Licensing Workflow – Why Attending Conferences is Important

From January through June every year I am either managing meeting logistics or attending one of a few trade conferences which are very important to our business and the businesses we support – primarily media and entertainment and brand licensing. Others on my team spend time at film festivals and music conferences around the world. Our mission is simple: identify companies that license content and brands, and share with them the tools we’ve developed to help streamline the entire licensing workflow.
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A Guide to Channel Partner Program Transitions

Change isn’t easy. We are creatures of habit, accustomed to working with tools, processes and people that are familiar to us. Learning to use new software, operate within new program rules or collaborate with new resources takes time, patience and commitment. Still, there are a few fundamentals that should be used to guide change, particularly where channel partners and channel partner programs are concerned. (more…)

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How Successful Cloud Partners Categorize Vendors

How Successful Cloud Partners Categorize Vendors

Even if you are the 800 pound gorilla in your market (think Microsoft, HP, Google), you need to get into your partners’ heads to maximize the potential of your channel. If you are not an 800 pound Gorilla, the stakes are much higher. You need to know what makes your partners tick? What pays their bills? What keeps them awake at night? Who are their main competitors? What do their customers care about? Only when you truly understand their needs and aspirations can you fine-tune the elements of your partner program to ensure their success.
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Move From GTM Program Management to Optimization

Move From GTM Program Management to Optimization

Business Goal
Companies across different industries – Technology, Consumer Products, Life Sciences, Automotive, etc. – are experiencing pain points in today’s rapidly evolving markets. During the recent Vistex VISTAS conference, I shared some of the challenges our clients face and revealed how Vistex helps them tackle their Go-to-Market (GTM) challenges. In this context Go-to-Market is defined as contracts, pricing, and incentive programs, such as rebates, promotions and Co-op/MDF that motivate distribution partners to sell a vendor’s products.
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Facing Your Channel Program Execution

Facing Your Channel Program Execution…

Execution BlogYou can have the most perfectly designed channel programs, but if you don’t execute successfully, it will fail … ever wonder why this is? The Business/Strategic effort to design a successful channel program is only as effective as how well it plays out in the Channel, and how well you prepare and execute on that vision. Will your program resonate with your partners, with your Senior Exec Team? How will you know? Let’s take a look at some of the common pitfalls that occur at the execution stage.
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Are Your PAMs Biases Skewing Partner Profiling?

Are Your PAMs Biases Skewing Partner Profiling?

Partner Profiling RecruitmentCompanies are constantly reaching out to us for guidance on how to recruit the right partners for their channel. They have questions about finding their ideal partners, and how to identify what that partner looks like in the first place. With the rise of Cloud and recurring revenue models, the types of partners they need is shifting, which has made it necessary for them to reevaluate what partner capabilities are important to them – and made it even more critical to engage in profiling and recruitment activities. In this post, I’m going to break down one of the truths companies need to follow for successful recruitment.

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Crawl, Walk or Run to Joint Marketing Planning that Drives ROI

Crawl, Walk or Run to Joint Marketing Planning that Drives ROI

Joint Marketing Planning
If you are like many of us here at Vistex, you got into marketing because you enjoy engaging in creative and collaborative processes to develop strategic marketing plans, and are thrilled by putting them into action to drive real results. Like many of us, you have also likely spent too much time in the last 5-10 years talking about compliance and controls, while throwing around acronyms like FASB, SOX and FTC. Well, we’re happy to report that we’re seeing a shift back to the value of marketing. In particular, we’re seeing more value being placed upon Joint Marketing Planning (JMP) with partners to achieve sales and marketing objectives and executing on GTM initiatives. I wanted to share with you 5 takeaways from a recent conversation I had on JMP keys to success:

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