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Mike Morgan

Mike Morgan
Mike has over 20 years of ICT, OA and CE channel sales and marketing management experience and is responsible for Relayware's global go-to-market strategy as well as the sales and marketing functions while overseeing the company's operations worldwide. Mike is recognized as one of the industry's leading experts in indirect go-to-market strategy best practice.

PRM Best Practice: Providing Service & Support VI

Concluding our recent series on best practice methods for the provision of web-based partner support resources: Legal Disclaimer / Privacy Statement / Terms and Conditions…

PRM Best Practice: Providing Service & Support V

Continuing on our recent series on best practice methods for the provision of web-based partner support resources: Content Product Services Catalog / Product and Services…

PRM Best Practice: Providing Service & Support IV

Self-Profiling In order to maintain data quality in your database and improve the targeting and quality of your communication, offer partners access and editing rights...

PRM Best Practice: Providing Service & Support III

These blogs will provide you with insights and opinions about partner relationship management from a strategic and a best practice perspective. We will also...

Best Practice PRM: Providing Service & Support II

Last week, we started to consider the best approaches for providing a service and support offering to your channel partners for which the investment...

PRM Best Practice: Providing Service & Support

These blogs will provide you with insights and opinions about partner relationship management from a strategic and a best practice perspective. We will also...

PRM Best Practice: Partner Communication IV

So far, we've talked about defining your objective, selection and segmentation of receivers, medium and message. In this the last part of this...

PRM Best Practice: Partner Communication III

The message consists of three basic elements: Syntax – What you say. Semantics – How you say it and how you want it to be…

PRM Best Practice: Partner Communication

eMail is still the default B2B communication method these days long replacing the direct mail piece. It looks likely to be eclipsed by social...

PRM Best Practice: Partner Communications

These blogs will provide you with insights and opinions about partner relationship management from a strategic and a best practice perspective. We will also...

PRM Best Practice: Partner Communications

Communication is defined as "the process of conveying information from a sender to a receiver with the use of a medium in which the...

PRM Best Practice: Collaboration – Joint Marketing

In its simplest form, this is providing marketing contacts within channel partners with advance information in relation to your own marketing campaigns and providing...

PRM Best Practice: Collaboration – Deal Registration

Providing channel partners with a means to register and track their own deals or leads with you is an excellent way of developing a...

PRM Best Practice: Collaboration – Lead & Opportunity Management

Converting vendor generated demand into sales leads which can be distributed in a fair and consistent manner to the channel partners most suited to...

PRM Best Practice: Collaboration

These blogs will provide you with insights and opinions about partner relationship management from a strategic and a best practice perspective. We will also...

PRM Best Practice: Motivation & Incentivization – Show Me the Money!

With frequent travel to and from the UK and the USA, many of us at RelayWare have airline loyalty cards. When close to losing...

PRM Best Practice: Motivation & Incentivization – Being the Vendor of Choice

Channel partner sales people are like any other. They prefer to sell brands that they know and trust and that require a minimal amount...

PRM Best Practice: Motivation & Incentivization

Sales people sell for many reasons; their innate competitiveness, their desire to be the best, a need to gain approval from their management and...

PRM Best Practice: Enablement – Training Fulfillment

Where your channel is selling a volume product which is more mature, which has become a commodity or has multiple competitors, one has to...

PRM Best Practice: Enablement – Training

So now you have successfully recruited your preferred channel partners. Now you have to enable them to effectively sell, market and provide support to...

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