About Sudden Cuts and Conflicts

I really don’t know much about channel management or partner portal. The only thing I do know about them is that basically they help the managers and the company organize the people around them.

As an ordinary employee, I shouldn’t be concerned with what the management specifically does since I should be busy with my own work. But when I think about it, perhaps I really should be. After all, whatever they’re going to look at or use or decide or even experiment on would most likely affect nobody else but me. So whether or not they decide to use partner portals, channel management or whatever they agree upon using means that I shouldn’t get involved but I’ll be affected anyway. Really, the points of authority.

I remember reading about the conflicts that happen with channel management on direct selling agents. Considering some companies, it’s really easy for them to cut out the middleman when they already think that the direct selling method isn’t suitable anymore for them. It’s really easy for them to slowly dis-intermediate then all of sudden they lean on eBay. Some companies are really sneaky when it comes to this because they’re already cutting channels, you’ll feel it coming but you can’t dodge it anyway.


What I do like about management is that some of them really make life easier. I remember a friend of mine always boasting about when he wins their small internal contests. In a way, that kind of management boosts the morale as well as the performance of the employees without the danger of suddenly cutting the agents channels out of nowhere. I think agents sell better when they feel like they can do anything, especially if the company lets them feel that way through promotions, contests and even small get-togethers.

Maybe I should start being more optimistic about the management or, more importantly, about myself. It’s hard to fight stress nowadays and it’s even harder when I am afraid of getting my channel cut suddenly. I do wish the management would give me something to look forward to or maybe even something to would boost my morale. In that way, maybe I can sell any product they would give me.

Do You Have a Channel Steward?

Ensuring successful channel management solutions actually depends on more important things. Its success is not just reliant on how you implement it and what kind solution you choose to use. A big portion of its success is dependent on how you manage and lead the channel and oversee the use of the solutions and strategies through an effective channel stewardship. But what is channel stewardship?

Channel stewardship may seem unfamiliar at first, but think about it. It has in fact been around for a long time—even longer than the channel management solutions that you see and hear about online. A steward is defined as an entity that gets things done on his own volition which creates a condition that coaxes others to accomplish tasks as a group for the best interest of the group. It involves a lot of subtle actions such as arranging, influencing, informing, measuring, compensating, exemplifying, influencing and so many others that lead down to the alignment of the whole channel distribution network toward the end consumer. In a way, you can perceive this concept as governance—one that is executed with the consent of all members concerned for the enjoyment of mutual benefits. Channel stewards are in fact leaders in an industry. They are the ones who are willing to think out of the box and take risks by breaking free from old paradigms and embracing fresher and newer paths and ideas. So who should be the channel steward?

The responsibility is open to everyone in the channel. Manufacturers, wholesalers, retailers—everyone! Any member can become the channel steward. Big players usually have an easier time making a go for it, but keep in mind that size isn’t really that essential. What truly matters it stepping up, setting aside corporate ego, defining the role, and assuming the responsibility before anyone else does.

If you’re gunning for a successful channel distribution network, then rethink your battle strategy. In fact, find out if you have a leader—a steward—because if you don’t have one, then you will most likely fail. Will you step up to be your channel’s steward?

Getting to Know the Channel for Effective Partner Portals

It is important to understand and familiarize oneself with the parts of a channel before delving into the details of partner portals. Comprehending the true essence of the role of partner portals and keeping it streamlined depends on the knowledge and understanding of the parts and nature of channels. Here are the some of the basic components of a good channel distribution network for optimum management:


channel management solutions

• Big box reseller – Intermediaries that are interested in moving bulk volume instead of special services.
• Master Distributor – The kind of distributors that buy adequate amount of supplies from small-scale dealers.
• Buying Group – Loosely affiliated companies that buy products by the bulk from a distributor or manufacturer to benefit from discounts.
• Channel – A general term that refers to companies that are focused with sales and transporting goods and services down to end consumers. Often referred to as marketing or distributing partners and are alternatively known as sales network, sales channel, and channel clouds.
• Broker – Super intermediaries that are full of network contacts and negotiate deals, business relationships and sales between companies.
• Independent Representatives- Companies that provide sales services so that distributors will gain access to the local market. They also headline competing goods and services.
• Dealers – These are resellers that are authorized by vendors to provide customer support as well. Usually, dealers are independent companies involved in heavy equipment and machinery.
• Export Management Company – Independent sales brokers who work internationally and are dependent on the support from partner portals.
• Franchisee – They are provided with the license to sell another company’s products in a specified region.
• Catalog House – Groups that buy a specific line of goods that they specifically purchase from online and printed catalogs/
• General Line Distributor- Organization that buys and resells a wide range of different products.
• Hybrid Channel – A kind of channel that combines the different types of functions.
• Specifiers – They have specific influence on the product flow and specify opportunities. Examples are designers and engineers.
• Integrators – Provide consultation services to customers.
• Jobbers – Wholesalers that offer limited services

Partner Profile and Developing a Distribution Channel

Partner Portal

A lot of people have looked to distribution channels to improve the performance of their businesses, especially in the IT world. Channel management strategies are spreading like wildfire and it is mainly because of the relevant advantages it offers to those who use it. However, it is easier said than done for despite the simplicity of the idea, the development of a channel requires careful planning and execution.

It is no longer a mystery that a distribution channel is a way for a parent company or a product manufacturer to reach out to potential end consumers. It consists of distributors, dealers, sub-dealers, brokers—basically the entities that help reach customers. It can be just one organization relating to an end consumer, or many middle entities that increase the value of a network. It involves a variety of important processes such as channel recruitment which depends on a partner profile, and other programs.

Once everything falls into place and the network is ready to go, the next phase of qualifying the network begins. What some do not understand is that qualification is a vital part of the process because it is necessary for demonstrating the products and services offered to the market. In order to qualify, the following qualities must be present: (1) Ability to understand the customer; (2) In-depth, working knowledge of the goods and services being offered to the market; (3) Effective communication; (4) If applicable, adequate resources to perform Electronic Products Distribution, as well as a division that concentrates on the development of the channel and qualifying it.

However, before taking the plunge and developing a channel, one must understand a very important underlying principle which is maintaining a good working relationship with partners. That’s why experts constantly emphasize the importance of selecting the right ones with the help of a partner profile and a good channel recruitment process. Remember that it is critical to work for the partner, and in turn, parent companies will be rewarded with a continuous profitable enterprise.