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...

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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...
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...
Benefits of PRM Software for Scaling Sustainable Growth
In an earlier article, Why Use Channel Partners – 6 Key Benefits, we highlighted how partners could enrich your brand presence and grow revenue. Today, we’ll further explore how PRM software can benefit a company’s partner program. 1. A Best-in-Class PRM Will...
20 Necessary Tools to Enable Channel Partners to Sell
As a channel professional, you likely wear many hats. From marketing to and with partners to signing partners, training, onboarding, and reporting, there’s a lot you’re juggling at any given time. Thankfully, as partnerships have grown in popularity as an effective...
Balancing Service and Sales
The great migration of the broader workforce to a remote work reality has created boundless opportunities for partners in the form of additional revenue streams. It has also impacted how they allocate time to different business functions. Particularly with smaller...
Channel Partner Lifecycle Management – Processes for Each Stage
Working with channel partners isn’t dissimilar to selling to prospective customers. For example, you must work through a lifecycle from first meeting a partner through signing a contract to work together. Throughout the channel partner lifecycle, it’s essential to...
The Pitfalls of Partner Training and How Vendors Can Bridge the Gap
Many vendors and solution providers still haven't cracked the nut on partner training. Product training may not seem invigorating, but it's undeniably vital. Training processes typically go one of two ways: Too Little Some vendors don't provide enough training. They...
The Ultimate Lead Nurturing Strategies for Partner and Direct Sales
After identifying and qualifying a lead, your work has only just begun. An enormous part of the sales cycle involves nurturing leads to close, and this is true both when selling directly to customers and selling through partners. While some strategies apply to both,...