Resources

Partner Channels Aren’t For Everyone… Here’s Why.

Top Takeaway from Move the Channel’s Thinking about building a partner channel… Don’t bother. A few years ago, a past Regional Vice President of Sales and Founder/Chief Writer of Move the Channel, Travis Smith, wrote an article called Thinking about building a partner channel… Don’t bother. This article was posted to a LinkedIn group called […]

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eBook: B2B Customer Loyalty and the Share of Why

B2B Customer Loyalty is a complex subject. For many companies, loyalty is transactional. But if you take a look at your #1 customer, what makes them stand out from the rest? Is it how much they spend, or do they engage with your brand and reps in a more meaningful way? What can your other […]

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The Challenges of Customer Retention

About 4 years ago I noticed that our kitchen sink was leaking. This paved the way to the discovery that in fact our garbage disposal had broken and would leach water down into the cabinet space below every time we ran the faucet or dishwasher. Of course, I spent the requisite two to three hours […]

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Automotive Aftermarket Trends: New Year New Challenges

Welcome to the first installment of the HMI Blog’s “New Year, New Challenges” series! Each week, we’ll take a look at one of the industries our clients deal in and see what lies ahead for them in the new year: the good, the not-so-good, and the unknown. Our first industry: the automotive aftermarket. As the […]

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Identifying and Engaging Your Channel’s Point of Influence

How can you influence the behavior of channel partners, reach end-users, and capture critical information? Effecting change in your channel takes knowing who’s driving its most important sales behaviors. The best channel incentive programs target the point of influence. Setting up strategies that collect data while they reward can allow you to more easily identify […]

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5 Best Practices for Social Media Use in Incentive Programs

Does your company have its own Facebook? LinkedIn? Twitter? Maybe even a Google Plus or Pinterest? Social media can be a great way to talk to your audiences, whether it’s your employees, customers, or channel partners. Even if you don’t have a designated social media manager, having a direct line of communication with your audience […]

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The Ins and Outs of a Successful B2B Customer Loyalty Program

For many of us, loyalty is fleeting. Like others in your space, customers often use discretionary dollars to purchase products and complete their jobs. So, in an overcrowded industry, how do you succeed with B2B customer loyalty? I recently read a take on this topic from Mark Mitchell from Whizard Strategy, and the answer, surprisingly, […]

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eLearning and Enablement: A Crash Course

In this two-part series, we want to dive into some of the important components of a good eLearning and enablement strategy. We’ll also feature a real-life example of a successful eLearning solution, including how it functions and what it’s benefits are. But for now, let’s focus on the basics: Did you know? 42% of companies […]

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President’s Clubs: The Sales Incentive Program You Should Be Planning

There are many ways to motivate someone. As a new parent, I’ve started thinking about this stuff, about the various strategies I could use to get my son to be the best he can be. Do I use a “tough love” approach—similar to my old high school football coach’s philosophy that “pain is weakness leaving […]

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