BOSTON, MA--(Marketwire - September 11, 2008) - Every company that sells products and solutions
through channel partnerships is looking for new ways to maximize value from
channel sales. In order to grow channel revenue, organizations must
empower channel partners with incentives and resources. The need to manage
the channel becomes equally as important as managing the company's own
internal sales and marketing efforts. As a result, manufacturers rely
heavily on technology to automate and standardize channel management with
the goal of reducing channel conflict, improving partner loyalty, and
increasing the overall revenue for the manufacturer. A recent research
study entitled, "Channel Sales: Renaissance in Partner Management",
conducted by the Aberdeen Group, a Harte-Hanks Company (
NYSE:
HHS), reveals
that 72% of survey respondents lack sufficient visibility into the
performance of channel partners and 84% of all respondents are exploring
investments in channel management in the next 12 to 24 months. This report
reveals how top performing organizations currently blend process and
technology to achieve superior channel partner performance. To obtain a
complimentary copy of the report, visit:
http://www.aberdeen.com/link/sponsor.asp?cid=4896
While the challenges of increasing channel revenue (88%) and increasing
visibility into the channel (28%) to improve forecasting and channel
management were identified by all respondents as the top two factors
causing companies to focus resources on channel management, the research
reveals that Best-in-Class organization demonstrate superior performance in
annual channel revenue by continually recruiting new partners and focusing
on cross-selling/up-selling initiatives with existing partners.
Best-in-Class companies indicated that they currently utilize partner
relationship management solutions (89%), lead referral systems (59%), and
lead tracking tools (55%) to improve the effectiveness of channel partners.
Despite the adoption of technology solutions, the research reveals that
Best-in-Class companies yield higher returns than all others by
supplementing technology adoption with processes and other organizational
capabilities. The result is increased revenue growth for Best-in-Class
companies.
"The true renaissance in partner management lies in the revelation that
technology and process play the most critical roles in supporting channel
growth. All respondents demonstrated heavy adoption of PRM tools and
technologies, and yet, Best-in-Class companies were able to deliver 131%
more annual revenue per channel partners than peers," explains Ian
Michiels, Senior Research Analyst in Aberdeen's Customer Management Group.
The report demonstrates the value of collectively leveraging organizational
practices in process, performance measurement, knowledge management, and
technology to provide a foundation for partner success. By combining
organizational capabilities with a two-pronged strategic approach focusing
on partner recruitment and cross-sell/up-sell initiatives, Best-in-Class
companies are able to positively affect performance in average order value
and deal size.
The research educates readers about the various aspects of partner
management. The report also identifies Best-in-Class performance as a
result of partner management initiatives compared to the Industry Average
and Laggards and the difference in capabilities and technology use among
maturity classes. A complimentary copy of this report is made available due
in part to the following underwriters: MaintenanceNet
(
www.maintenancenet.com) and Channeltivity (
www.channeltivity.com).
Furthermore this research is being disseminated to the market through the
support of various media outlets, such as the ECT News network and ITO
America. To obtain a complimentary copy of the report, visit:
http://www.aberdeen.com/link/sponsor.asp?cid=4896.
To access all of Aberdeen's complimentary research please visit
http://research.aberdeen.com.
About Aberdeen Group, a Harte-Hanks Company
Aberdeen is a leading provider of fact-based research and market
intelligence that delivers demonstrable results. Having benchmarked more
than 30,000 companies in the past two years, Aberdeen is uniquely
positioned to educate users to action: driving market awareness, creating
demand, enabling sales, and delivering meaningful return-on-investment
analysis. As the trusted advisor to the global technology markets,
corporations turn to AberdeenTM for insights that drive decisions. For
additional information, visit Aberdeen
http://www.aberdeen.com or call
(617) 723-7890, or to learn more about Harte-Hanks, call (800) 456-9748 or
go to
http://www.harte-hanks.com.
2008 AberdeenGroup, Inc., a Harte-Hanks Company
451 D Street, Suite 710
Boston, Massachusetts 02210-1928
Telephone: (617) 854-5200
Fax: (617) 723-7897
www.aberdeen.com
Contact Information: Media Contact:
Ian Michiels
Aberdeen Harte-Hanks
ian.michiels@aberdeen.com