The Allbound Podcast: Define the Rules of Engagement

 Annette Iafrate, VP of Alliances and Partners for Vidyard, joins me, Jen Spencer to discuss channel alignment, building trust, defining rules of engagement and more on this episode of The Allbound Podcast.

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The Quick Guide to Co-Marketing with Your Channel Partners

You have a great opportunity for co-marketing within your sales channel. Your channel partners are marketing your product successfully, and you can push the relationship further by exploring a co-marketing scenario. But the tricky part comes into how to make sure that it will produce viable results. Not every channel partner..

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3 Ways That SaaS Companies Can Benefit From Strategic Alliances

When considering strategic alliances, it’s easy to come up with a bunch of retail partnerships that paid off in a big way. And that’s the point of the alliance: when people see or hear of one brand that stirs thoughts of the other. These strategic alliances work to both drive revenue and break into new markets.

But when ..

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The Allbound Podcast: Create an Ecosystem; Don't Become a Commodity

Tim Harmon, Managing Director for Nuvello, joins me, Jen Spencer to discuss creating a channel ecosystem, the right time to start building a channel program and more on this episode of The Allbound Podcast.

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How Channel Partners Can Reduce Your SaaS Company's Churn Rate

It seems like cloud-deployed software-as-a-service (SaaS) solutions have become standard tools of the trade in almost every area of enterprise computing. The message seems obvious—if you can create the next big thing, SaaS is a potential gold mine.

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The Subscription Economy: Why Channel Sales Is Essential for SaaS


In the midst of the most recent software-as-a-service (SaaS) boom, there’s been a popular myth that SaaS has eliminated the need for channel partners and channel partner programs. This misunderstanding is perhaps derived from an outdated report that relayed that only 23 percent of B2B SaaS vendors utilized a channel..

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The Allbound Podcast: Never Leave a Partner Stranded

Wendell Black, Vice President of Channels for Five9, joins me, Jen Spencer to discuss creating the optimal team to compete and win with the partner, prioritizing your partner needs, and more on this episode of The Allbound Podcast.

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Customer Service in the Channel: Do’s and Don'ts

Whether you’ve just launched your channel partner program or you’ve had one in place for a while, there’s so much to do—so many different facets and relationships to manage—that the element that’s the farthest removed from your desk can start to feel like a distant abstraction. That part of the channel equation is your..

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Channel Diagnosis: How Healthy Is Your Channel Partner Program?

Developing a successful partner program is easier said than done. In fact, recent research finds, while roughly one-third of businesses support indirect sales channels, not all companies excel at providing their channel partners with the right guidance, technology, and information to sell effectively.

If you cannot measure..

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Top Five Posts

Successful Strategic Alliances: 5 Examples of Companies Doing It Right by Nicki Kamau
Rest in Peace PRM (Goodbye Old Friend) by Scott Salkin
3 Sales Prospecting Ideas to Fill Your Channel Partner Pipeline by Lucas Gerler
4 Ways to Eliminate the 80/20 Rule in Your Channel Partner Program by Jen Spencer
Hey Channel, Martech is calling. Will you answer? by Jen Spencer