Channel R.I.M.E.S: Relationships, IT Integration, Management, Enablement & Education, Selling


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Enter your name and email address to download Move the Channel Guide and RIMES Chart

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What makes Move the Channel’s Marketing Guide 1.0 the first of its kind?  Well as most of you know, this project started over a year ago as simple discussion in our LinkedIn Group.  It grew from there to an all-out pouring of ideas from across the Move the Channel community.

The next thing that is unique about this eBook, is how it’s organized.  While organizing all the ideas and best practices different categories became clear.  These categories are what we call RIMES –and are the pillars of any successful channel marketing program.

  • Relationships
  • Information Technology (As in the technology they have access to and use to better support them)
  • Management – as in Channel Management
  • Enablement and Education
  • Selling

So anyway it’s here.  You can download it right here at move the

LinkedIn Group collaborates to deliver a very unique Channel Marketing Guides& RIMES Chart.

It wasn’t easy to organize hundreds of ideas from a network of thousands of people from all over the world. But we did it. Move The Channel’s unique Channel Marketing & Sales 1.0 eBook is now available for you to download exclusively on

MTC 1.0 CoverWhat makes 1.0 the first of its kind? As most of you know, this project started over a year ago as a simple discussion in the Move The Channel LinkedIn group. It grew from there to an all-out deluge of ideas from all across the Move The Channel community.

As we began organizing all of the different ideas and channel best practices that were coming our way, distinct categories started to become clear.  These categories are what we now refer to as “RIMES” — Relationships, IT, Marketing & Communications, Enablement, and Sales — and they are what we at Move The Channel consider to be the pillars of any successful channel marketing campaign.

Our goal is to begin to create a line of literature that can be referenced as a valuable tool in the planning and implementation of any channel marketing program. We hope you find this guide to be useful and informative. You can download it right here at

Enter your name and email address to download Move the Channel Guide and RIMES Chart

Name: Email:

Please provide feedback so we can continue to enhance the Guide & Chart. MoveTheChannel 1.0 is the first step in an ongoing line of literature about channel marketing and sales. Our plan with 1.0 is to throw a net around a wide range of industries and promote the basic tools that have been proven to generate success across multiple access points within the channel. Enjoy!
Move the Channel,

Vendors throw money at the channel, but they don’t know what sticks (ROI)

Last week a Move the Channel member started a discussion in the LNKD Group.  “I am looking for some best practices on measuring the ROI on MDF generated leads. Currently it’s quite a manual job checking it from one system to another. Any suggestions/recommendations?”

Return on InvestmentI’m sure that by asking the leading channel minds at Move the Channel, this member will be offered many good ideas and best practices on how to better track the dollars that are being provided to the channel partners.  Quite honestly, in this economic climate I’m surprised this isn’t a more popular topic amongst our group. 

This has been a challenge for a long time, but now more than ever vendors want the ability to link marketing activity & investment to their product sales.  Because the distributors have a hard time proving the link between monies they spend on marketing, and actual product sales, the Return On Investment is based, more often than not, on educated guess work.   

There is incredible pressure on non-channel marketing to provide an ROI for every penny spent.  We should probably expect the same weighty expectations for the channel pros this year more than ever, if we don’t already. 

So do I have a solution for this inevitable ROI problem?  No, not exactly.  But I can think of a couple of ideas.

1.)   CRM Capabilities: I know that many CRM systems are doing a much better job of tracking channel campaigns and events and linking them to and incorporating them into the sales cycle. is the one I have had experience with.  The key there has been to eliminate the divide between these two business development departments.  It’s why we are seeing more SVP of Channel Sales & Marketing. 

2.)   Implement “Trackable” Initiatives: If you don’t have a refined system in place, one way to improve measurement methods of your channel marketing investment is to include initiatives in your strategy that can be easily tracked.  Introducing and funding Distributor Performance Incentive programs that target the Reseller/Dealer customer can be an easy way to track ROI.  Only “reward” (fund) when key performance indicators (KPIs) are achieved. These KPIs might include incremental sales goals, product sales, training achievements, deal registrations, etc.  All the things that you know turn into revenue and a transaction. 

I know this doesn’t solve all the challenges with tracking marketing monies through the channel (especially end-user campaigns), but it’s a good place to start.  If you can show clear, positive ROI on your Channel Rewards Program, you might find yourself with greater leeway when it comes to your more creative–less “trackable”–initiatives. 

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