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, keeping a few key things in mind and going back to the following three best practices will ensure an uptick in your engagement. (more…)
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 slot, perhaps you will reflect ever-so-briefly on this post. You see, that branded slot machine has a lot more going in the payout department than meets the eye. There’s so much more hidden complexity beyond its programmed wins-and-losses algorithm. Learning this along the way in my career, while working with one of the largest casino game creators around, really made me recognize all the ways that Intellectual Property (IP) is created, licensed, and used in our lives every day. (more…)
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 from the highly talented Jason Bird, poolside networking events, and an inspiring seminar track dedicated to channel program management. If you couldn’t join us this at this year’s event, don’t worry, there’s always next year for VISTAS 2019, to be held in Chicago, October 2-4, 2019. In the meantime, here’s a summary of the channel program presentations from this year’s event! (more…)
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. (more…)
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 program efficiency and partner engagement in a MDF program. Here are some of the important metrics to monitor: (more…)
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. (more…)
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…)
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 important part of the data you manage. But isn’t CDM broader than that? Don’t we also rely on channel data to: (more…)
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. (more…)
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 visualization to be an increasingly important means for discovering insights, not simply making things look good.
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. (more…)
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 in their channel marketing budget. This combination makes them a true high risk/high reward proposition requiring the right strategies to deliver successful programs.
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, software features – the list is endless. It should come as no surprise then that this “Pareto Principle” can also be applied to channels of distribution. (more…)
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 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. (more…)