Five Best Practices in Channel Management Software and Strategy

Channel management and the use of various channel management software is currently one of the biggest trends in the world of business. However, not everyone uses it correctly and end up failing at their attempts. Overbalancing the scales of service to the partners, including the distributors, dealers and resellers, is how an organization can enjoy the benefits of being able to grow and expand as a business. It is important to be aware of the best practices in channel management in order to avoid being just part of the bandwagon and instead of being a leader.

The best practices in this strategy entails more than just substantial amounts of trust and shared risk in system, process and role. In dealing with technology, it is important to remember that things constantly evolve. So it is wiser to add in the influence and impact of social media and networking and the real-time engagement and information dissemination made possible through Facebook, Twitter and other social networking platforms. Here are the Five Best Practices in Channel management:

(1) Kill Hype before it Kills Channel Programs - Trust has become a key being able to genuinely compete in the market. It has become so much more significant because it eliminated the need to be dependent on the influence of hype or complex programs that are so hard to implement. Instead of "hyping" others by telling partners, customers, suppliers and prospects of how great your company is, just provide them with insights of how to solve problems is not right.

(2) Trust is More Important than Margin in Managing Channels - It is critical that you set a strong foundation for shared risks and rewards. Keep the channel loyal with trust, transparency, and the appealing ability to get them to their financial goals.

(3) Make Complex Channel Problems Your Own - It is already a given fact that introducing new products, changing pricing strategy and discontinuing old products proves just how challenging, intricate and complicated it is to implement these strategies, especially in multi-level environments. However, no matter how difficult it is to execute them, a good company will take on the most perplexing challenges if it is to help make their partners grow.

(4) Foster a Healthy Relationship with Partners through Communication - It is important that channel partners are updated on changes in strategies, results and direction to make these changes lasting. Remember that what's involved is a shared vision of what needs to be accomplished in order to succeed. Partners will only buy-in if they are aware of what's going on, and this is the most critical and elusive of best practices. The steps to attain this most difficult aspect of best practices are: 1. Passionate leaders of change; 2. Nurture ownership to the process level with key employees and; 3. Measure and celebrate all improvements and advances.

(5) Simplify Integration to Manufacturing and Fulfillment Systems for Maximum Benefit - This is not just about using the most popular channel management software or populating a portal with order capture, status, pricing and other applications. It is about improving communication and collaboration between a company and its partners by giving them real-time status of their orders, requests and status of RMA or Return Materials Authorizations.