Receiving industry awards is a powerful indicator of success. After all, being recognized by your peers for your partner management skills or the quality of your partner program is both fulfilling and can help you gain more notoriety. Other benefits of winning channel...

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Questions to Ask in Your Next Partner Manager Interview
As you scale your partner program, you’ll need to grow your team accordingly. Making the right hiring decisions early on is essential, especially while your department is small. The Partner Manager is one of the first hires on a partner team. Do you know where to find...
The 80:20 rule – does it still apply?
In my experience, vendors accept that a large swathe of their partners will be inactive, or opportunistic. Research supports that there is a Pareto Law of revenue distribution from partners where the lion’s share of revenue is generated by a small group of partners...
Perfect Your Partner Management Framework | Allbound
A partner sales program runs like a well-oiled machine when supported by a robust framework. It’s never too early to build or reinforce the skeleton on which your partner strategy can thrive in the short and long terms. Make sure that your partner management framework...
What Partners Need (and Are Asking for) from Vendors during the Current Channel Evolution
The Role of the Partner is Changing The channel ecosystems and industry continue to grapple with the shifting paradigms brought on by the move to remote work. Partners are working harder than ever to arm their customers with the solutions and services they need to...
Advanced Ideas for Increasing Channel Sales in 2022
Most channel sales professionals didn’t meet their goals in 2021; by no coincidence, many of these same industry leaders hadn’t yet implemented automation or critical strategies for increasing sales. However, 2022 is a fresh year, and channel professionals are working...
SaaS Buyer Personas – CTO, IT Manager, CISO, & More
Understanding the customer – successful interpretations of audiences’ desires have led some businesses to surprising wins, while others have made grave miscalculations that tarnished their brand’s image and wasted resources. With this in mind, B2B buyer personas are...
Channel FAQs
Channel Overview Q: What are Channels?Channels in the technology sector apply to all companies that operate between the vendor (manufacturer or originator of the product) and the customer. These may be influencers, resellers, distributors, or any hybrid company that...
How Vendors can help Partners Navigate the Hybrid Workforce
We can begin to see new patterns and trends emerging when comparing the hybrid model to a full-time office structure. However, one thing has become clear – the remote workforce is here to stay. Gartner estimates that 51% of all knowledge workers globally work...