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Vistex Blog - Where it all adds up

Industry insights from Vistex experts.

The Pandemic’s Impact on Streaming Trends

The Pandemic’s Impact on Streaming Trends

Surprise Winners, Losers and Pivots During the 2020 Lockdown In March, Nielsen was already reporting a 100% increase in streaming for Americans in the key 25-54 demographic...

July 7, 2020 Read More...

Wholesale Distributors Find Opportunity in the Face of Adversity

Wholesale Distributors Find Opportunity in the Face of Adversity

Let’s face it. Most of us haven’t seen business disruption—life disruption—like this before. It’s hard to find a news story or television ad that doesn’t mention the pandem...

June 24, 2020 Read More...

Great Customer Service: A Must-Have for Strong Channel Partner Relationships

Great Customer Service: A Must-Have for Strong Channel Partner Relationships

With the competitive nature of the marketplace, channel providers should take every opportunity to provide exemplary customer service for and on behalf of our clients. Not ...

June 19, 2020 Read More...

Is Your Sales & Marketing Approach Tuned in to Millennial Buyers?

Is Your Sales & Marketing Approach Tuned in to Millennial Buyers?

A baby boomer, a Gen Xer and a Millennial click into a Zoom meeting. No, this is not the set up for a joke, it’s happening in businesses every day. Each generation has its...

June 11, 2020 Read More...

Did Quibi Finally Quell Creator Rights Frustrations?

Did Quibi Finally Quell Creator Rights Frustrations?

Rights and Royalties Deals Get a Facelift with Quibi For creators, what’s not to like about Quibi? When ownership is one of the greatest frictions for creators of entertain...

June 11, 2020 Read More...

The race to a vaccine – unintended consequences?

The race to a vaccine – unintended consequences?

A gold rush is on to find a vaccine for COVID-19. According to the World Health Association (WHO) in early May, there are more than 100 projects around the world centered o...

June 4, 2020 Read More...

The 7 Biggest Pain Points for Life Sciences Contracts Administration

The 6 Biggest Pain Points for Life Sciences Contract Administration

When Your Contract Management (EDI 845) Hits a Catch-22: Every industry has its hiccups with contract administration, but Life Sciences is, shall we say… special in this re...

May 31, 2020 Read More...

Six Strategies for Investing Your MDF

Six Strategies for Investing in Your Market Development Funds Process

You’ve probably heard the phrase 'unprecedented time' quite a bit in the last eight weeks. The current economic turbulence is likely to affect your company’...

May 28, 2020 Read More...

Amplifying your unique partner value proposition

Amplifying your unique channel partner value proposition

There are questions that every company must ask: Why do partners or customers buy from us? What clearly motivates a decision to choose us or our products over others? What ...

April 9, 2020 Read More...

Top 10 Benefits of Using Promotion Platforms for Incentive Management

Top 10 Benefits of Using Promotion Platforms for Incentive Management

A dynamic and evolving product mix is vital for relevancy in the marketplace.  However, running promotions to support your ever-changing mix can be complex and difficult to...

April 6, 2020 Read More...

Reducing cost and time to market in drug development: The importance of royalties for Pharma and Biopharmaceuticals

Reducing cost and time to market in drug development: The importance of royalties for Pharma and Biopharmaceuticals

Within the last few decades, the cost and time to market for new drug development has soared. Nowadays, it takes an average of 15 years from first molecule investigations u...

April 3, 2020 Read More...

Developing your “Data Spine” through a centrally-trained data “Hub of Excellence”

Developing your “Data Spine” through a centrally-trained data “Hub of Excellence”

Not everyone in your organization is a doctor, so why should we expect them to be? How much data do you need to identify an opportunity for a business decision? Recognizing...

April 1, 2020 Read More...

How Retail is Transforming Open Spaces into Unique Customer Experiences

How Retail is Transforming Open Spaces into Unique Customer Experiences

Too Much Space….What To Do? Have you noticed the prevalence of for-rent signs in malls and retail shops? The US retail industry has too much space per capita and not ...

February 28, 2020 Read More...

NAMM 2020: A Clear Vision for Unclaimed Music Royalties

NAMM 2020: A Clear Vision for Unclaimed Music Royalties

The annual NAMM 2020 (National Association of Music Merchants) convention held recently at the Anaheim Convention Center was a massive affair…as it so often is! Every aspe...

February 27, 2020 Read More...

Lost Royalties from Book Piracy: Should Authors Fight Back

Lost Royalties from eBook Piracy: Should Authors Fight Back?

Authors, graphic novel creators, and publishers worldwide alternately feel helpless and frustrated to find that within days of their new eBooks’ releases, they are already ...

February 24, 2020 Read More...

How Rights and Royalty Issues and Industry Conflicts Nearly Ended The Irishman's Oscar Destiny

How Rights and Royalty Issues and Industry Conflicts Nearly Ended The Irishman’s Oscar Destiny

We may never know the real story of how Netflix ended up with the rights to The Irishman, and frankly, the version I know is so convoluted, I’d bore you by retelling it her...

February 4, 2020 Read More...

What’s in a Name? Royalties, If You’re Tailor Swift

While Prince Harry may soon take ownership of The Purple One’s old Artist formerly Known as Prince title, today’s lesser-renowned streaming musicians have an opportunity to...

January 31, 2020 Read More...

Licensing Surprise Featured Image

How 2019 Could Spark Some 2020 Licensing Surprises

The disruptions and surprises in 2019 licensing trends have set the tone for swirling around the bone china cup and reading the settled tea leaves for 2020. In no particula...

January 31, 2020 Read More...

4 Tips to Maximize Your Sales Reward Dollars

How varying the mix and simplifying your incentives program means greater rewards for YOU! Did you know that a company can increase sales by 50% by effectively tweaking its...

January 30, 2020 Read More...

The Analytic Orientation of Pricing Management

The Analytic Orientation of Pricing Management

Reflections while considering a new year, and a new decade in data analysis Last year, The Professional Pricing Society’s Q2 Journal of Professional Pricing, published an a...

January 27, 2020 Read More...

Wholesale Distribution Evolution - 2020

Wholesale Distribution Evolution – 2020

Insights that Bring Your Business Back to the Future When 20th century sci-fi looked to the distant future of 2020, what was the world going to look like? We may not be dri...

January 17, 2020 Read More...

Outcome based pricing featured image

The Power of Outcome-Based Pricing

In February of 2019, CEOs and senior executives from seven major pharmaceutical companies met with the Senate Finance Committee about drug pricing. During that meeting, Ast...

December 11, 2019 Read More...

Delivering an Effective Marketing Strategy for Channel Partners

Thinking smarter may just mean thinking smaller Marketing is a central element to achieving, maintaining, and expanding reach and engagement with channel partners and end u...

December 6, 2019 Read More...

GlobalPayments FI

How a Global Payments System Can Benefit, Not to Mention Save your Channel Program

Slow reimbursement can kill a partnership in no time. For channel partners everywhere, getting paid on time is a top concern, and being able to receive and make timely, cur...

December 3, 2019 Read More...

How Predictive Modeling Brings Balance and Success to Your Supplier

From the High Wire to the AI Spire

How Predictive Modeling Brings Balance and Success to Your Supplier If you’ve ever been to the circus, then you know the excitement of watching the aerial and high-wi...

November 27, 2019 Read More...

The Genesis of 360° Deals

The Genesis of 360° Deals

Traditionally, record labels limited their revenues to sound recording sales, and artists would exploit other revenue streams to increase their profits, like touring and me...

November 15, 2019 Read More...

Farming Innovation Featured Image

Farming Innovation: From Ammonia to AgTech Software

Just over a century ago, the Haber-Bosch process was invented in Germany, enabling the scalable production of copious amounts of ammonia for the very first time. This 1910 ...

November 5, 2019 Read More...

Compliance Blog Feature Image

How a Compliance Council Clears the Chaos and Boosts the Value of Your Policy Exception Strategy

Death by a Thousand Favors Customers challenge commercial policies daily with the goal of cutting costs with their trading partners. While holding to policies is always the...

October 29, 2019 Read More...

Cassette Tape Worth Feature Image

What’s a Chart-Topping Cassette Tape Really Worth in 2019?

Resurging Sales Say Old School Is Cool Again In one of the most famous scenes of Monty Python’s film The Holy Grail, the Black Knight is guarding a stream, refusing King...

October 17, 2019 Read More...

Enhance the Partner Experience with a white-glove program

A White Glove Approach for Channel Partners Pays Off

When you think of white-glove service, what comes to mind? Often, we think of service that goes above and beyond, where special care or attention to detail is the highest ...

September 18, 2019 Read More...

The Advantages to Inventory Life Cycle Data Via an Online

The Advantages to Inventory Life Cycle Data Via an Online Tool

In today’s high-tech world, companies of all sizes are still tracking their important data via spreadsheets. It’s no secret that manually manipulating spreadsheet data crea...

September 6, 2019 Read More...

FOMO Redefined: Will Streamer ‘Fear of Media Obliteration’ Force Demand for Physical Media?

FOMO Redefined: Will Streamer ‘Fear of Media Obliteration’ Force Demand for Physical Media?

In October of 2018, a well-publicized auction at Sotheby’s auction house became the unintended metaphor for the future of streaming entertainment. Street artist Banksy’s...

August 29, 2019 Read More...

How to Monetize Music on Social Media and Capture Royalties Due

How to Monetize Music on Social Media and Capture Royalties Due

TikTok, Facebook’s Lasso, Facebook’s in-app service Lip Sync Live, Instagram Stories and German-based Mobile Motion GmbH’s Dubsmash are some of the sites where musicians...

August 13, 2019 Read More...

Royalty Management: Why Google Stadia and Its Cloud-Based Videogaming Rivals Need a Robust Solution

Royalty Management: Why Google Stadia and Its Cloud-Based Videogaming Rivals Need a Robust Solution

While videogame graphics have evolved from 8-bit to 64-bit architecture, rights and royalties management software also had to level up to meet user demand. Today’s R...

August 12, 2019 Read More...

Taking a Holistic Approach to Revenue Management

Taking a Holistic Approach to Revenue Management

The Brave New World of High-Tech Revenue Management Is Holistic the Way to Go? From music, to TV to software, cloud-based subscriptions are the norm today. Gartner estimate...

August 1, 2019 Read More...

Cost-Plus Pricing Strategy

Carly’s Cost-Plus Pricing Strategy

Carly was tinkering frantically with her spreadsheets, as she had done all afternoon. This all started a week ago when the new CFO announced a set of initiatives to focus m...

August 1, 2019 Read More...

Licensing Expo 2019: Advice on Best Practices for New Brands

Licensing Expo 2019: Advice on Best Practices for New Brands

I have a special place in my heart for new brands who develop creative concepts and invest their savings towards bringing their ideas to market at the Licensing Expo. For s...

July 12, 2019 Read More...

A Call for Mobile Dashboards

A Call for Mobile Dashboards

Leveraging channel promotions and rebates to automate manual processes Last year a client came to us with a need to provide partners with a mobile dashboard. The ask was t...

June 26, 2019 Read More...

The Very Best Algorithm

The Very Best Algorithm

In a not-so-distant past, pricing companies competed, among other things, on algorithms that lend themselves well for pricing. Companies invested money and effort developin...

June 18, 2019 Read More...

Revenue Leakage: A Focus on Deductions

Revenue Leakage: A Focus on Deductions

Today’s ever-changing revenue ecosystem is increasingly complex, regardless of industry. Various industry experts have concluded that companies’ revenue leakage contributes...

May 29, 2019 Read More...

Key Steps in Developing a Channel Strategy

Key Steps in Developing a Channel Strategy

“By failing to prepare, you are preparing to fail.” – Benjamin Franklin Creating and initiating an effective channel strategy is one of the hardest challenges channe...

May 24, 2019 Read More...

Do you have the right Elements in place for a Successful Channel Partner Program?

Do you have the right Elements in place for a Successful Channel Partner Program?

Is it even possible to overestimate the role the channel plays in the high tech industry today? I’m pretty sure it’s not. If your company operates in the B2C market space, ...

May 20, 2019 Read More...

Effective Special Pricing Agreements

Effective Special Pricing Agreements

Using Vistex technology to increase the speed, compliance and accuracy of SPA management Special pricing agreements (SPAs) are a great way to manage contract compliance and...

May 13, 2019 Read More...

Observations from Channel Partners Conference and Expo

Observations from Channel Partners Conference and Expo

Wow! Is it May already?!? April was a busy month – several new implementations kicking off, interesting customer conversations about business challenges, and attending the ...

May 10, 2019 Read More...

Get More For Your Money: Rebates 101

Get More for Your Money: Rebates 101

In both my personal and professional life, there has been one phrase I have repeatedly heard for ages: Rebates are simply a cost of doing business. Nowadays, nothing sells ...

May 10, 2019 Read More...

The New Music Modernization Act: 3 Key Points

The New Music Modernization Act: 3 Key Points

Since my last article discussing the Music Modernization Act passage from both the U.S. Senate and House of Representatives, the President signed the act into law. Recently...

April 26, 2019 Read More...

Creating a Successful Partner Pilot Program

Creating a Successful Partner Pilot Program

When it comes to rolling out new programs for partners, it is common to pilot the program to a subset of partners first. In addition to gauging your partners’ program engag...

April 26, 2019 Read More...

Visibility and Transparency into Consumer Products

Visibility and Transparency – A Bird’s Eye View into Consumer Products

As long as I can remember, senior management within consumer products manufacturers have talked about achieving a working framework for sales planning and forecasting provi...

April 25, 2019 Read More...

Who Still Pays for Cable? And Why?

Who Still Pays for Cable? And Why?

There are a dozen websites and Twitter accounts dedicated to divorcing your cable provider and mixing up the perfect cocktail of streaming services. If CordCutting.com is a...

April 5, 2019 Read More...

The Race is On for Delivering Content to Consumers: Can You Easily Monetize Your Rights?

The Race is On for Delivering Content to Consumers: Can You Easily Monetize Your Rights?

"Ability will never catch up to the demand for it," – Confucius While these words have never been truer – especially in the direct to consumer (DTC) economy ̵...

March 26, 2019 Read More...

Vistex at NAMM 2019: Believe in Music & Software

Vistex at NAMM 2019: Believe in Music & Software

If you think the music industry is in a dire, downward spiral, you wouldn’t know it while standing in the middle of California’s Anaheim Convention Center during 2019 NAMM ...

March 25, 2019 Read More...

Maximizing your ROI through Market Development Funds (MDF)

Maximizing your ROI through Market Development Funds (MDF)

Recognizing the foundational blocks In my experience, the ability to plan, pivot and execute is what sets companies apart. Successful organizations can look ahead to both p...

March 19, 2019 Read More...

Protecting your Intellectual Property

Protecting your Intellectual Property

The Secret Decoder Ring for Licensing Contracts From eHow.com to WikiHow to Lifehacker and YouTube, there is no shortage of D-I-Y tutorials. But there’s one area where you ...

March 5, 2019 Read More...

Price Optimization – Working with a Muddied Concept

Price Optimization – Working with a Muddied Concept

What is Price Optimization? The term ‘price optimization’ refers to the process of setting your prices in such a way that they are optimal in respect to your business objec...

March 1, 2019 Read More...

Creating a Best-in-Class Channel Incentive Program

Creating a Best-in-Class Channel Incentive Program

While focusing on channel programs and incentives throughout my career, I’ve been presented many types of incentive questions from both partners and clients. But there was ...

February 20, 2019 Read More...

In Licensing, Book Publishing Is the One to Watch

In Licensing, Book Publishing Is the One to Watch

Here’s my prediction for 2019: The demand for creative content exploitation, partner transparency, and fair compensation will continue to amplify. This isn’t too much of a ...

January 18, 2019 Read More...

Top Vistex Channel Stories from 2018

Top Vistex Channel Stories from 2018

2018 is officially in the books, and what an incredible year it was for the Vistex Channel Team. Here’s a recap of our top articles from the past year. (more…)

January 17, 2019 Read More...

Loyalty Program Strategies: Define, Design, Launch

Loyalty Program Strategies: Define, Design, Launch!

We obviously live in a fast-paced society. Many people are constantly on the go and in search of ways to simplify their busy lifestyles. As a result, companies are faced w...

January 11, 2019 Read More...

7 Content and Licensing Trends to Watch for in 2019

7 content and licensing trends to watch for in 2019

As the sands run out on the 2018 hourglass, I cannot help but look forward to where technology and consumer trends will take us in 2019. In reviewing the projects we’ve dep...

December 19, 2018 Read More...

Back to the basics: Create effective partner communications

Back to the basics: Creating effective partner communications

With the internet and so much information at our fingertips it may be hard to make your partner communications stand out, let alone get your partners to engage. However, ke...

November 30, 2018 Read More...

The Hidden World of Intellectual Property Licensing

The hidden world of intellectual property licensing

The next time you’re sitting in Caesars Palace amongst the cacophony of lights and sounds, pulling the one-armed bandit in rapid succession on what is hopefully a loose slo...

November 26, 2018 Read More...

Channel track raises the stakes at VISTAS 2018

Channel track raises the stakes at VISTAS 2018

VISTAS 2018 was the biggest and best yet, complete with an electrifying keynote presentation from Vistex CEO, Founder, and Chief Architect, Sanjay Shah, mystifying magic fr...

November 8, 2018 Read More...

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 s...

September 28, 2018 Read More...

Key Metrics in Channel MDF Program Efficiency and Partner Engagement

Key Metrics in Channel MDF Program Efficiency and Partner Engagement

One of the motivators for channel partners is via market development funds (MDF).  Whether accrual-based or discretionary, there are many measures that can demonstrate prog...

September 24, 2018 Read More...

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 bus...

September 23, 2018 Read More...

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 wi...

August 2, 2018 Read More...

Channel Data Management

Use Channel Data Management to create a 360-degree view of your channel partners

When working with my channel clients I often hear the term Channel Data Management (CDM) discussed in the context of managing Point-of-Sale (POS) data. POS is certainly an ...

June 26, 2018 Read More...

6 Go-to-Market Strategy Tips to Enable Cloud & Traditional Partners

6 Go-to-Market Strategy Tips to Enable Cloud & Traditional Partners

Many technology partners and vendors find themselves in the implementation stage of a hybrid Cloud model. Tiffany Bova of Gartner, sees the channel evolving as follows: (...

January 30, 2015 Read More...

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 ...

December 30, 2014 Read More...

Analytics – 3 Data Visualization Techniques

Analytics – 3 Data Visualization Techniques

Okay, I might be biased, but let’s address a common misconception: visualization is just about making things look pretty. Over the last 10 years I’ve found visualiza...

November 21, 2014 Read More...

Move From GTM Program Management to Optimization

Move From GTM Program Management to Optimization

Companies across different industries – Technology, Consumer Products, Life Sciences, Automotive, etc. – are experiencing pain points in today’s rapidly evolving markets. ...

September 25, 2014 Read More...

Strategy to Improve Promotional Allowance Programs

Strategy to Improve Promotional Allowance Programs

Promotional allowance programs (MDF, Co-op) can be one of the most effective tools in a channel marketer’s toolkit. However, they often also represent the largest expense ...

September 18, 2014 Read More...

Channel Strategy & the 80/20 Rule – How to Improve the Bottom 80%?

Channel Strategy & the 80/20 Rule – How to Improve the Bottom 80%?

If you’ve spent any time in corporate America you realize that The 80/20 rule can be applied to pretty much anything – candy consumption, crop yields, tenant complaints, s...

September 4, 2014 Read More...

Facing Your Channel Program Execution

Facing Your Channel Program Execution…

You 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 ...

August 21, 2014 Read More...

Are You Falling Victim to These 4 Go-to-Market Challenges?

Are You Falling Victim to These 4 Go-to-Market Challenges?

Recently, we hosted a webinar called Building a Go-to-Market Strategy to Enable Both Your Cloud and Traditional Partners. Our presenters VP Channel Strategy William Gilsin...

August 15, 2014 Read More...

Are Your PAMs Biases Skewing Partner Profiling?

Are Your PAMs Biases Skewing Partner Profiling?

Companies 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, an...

August 7, 2014 Read More...

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

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

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, ...

April 3, 2014 Read More...

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