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MDF Program Management Best Practices

MDF Program Management Best Practices

Marketing Development Funds (MDF) are the dollars companies put towards their channel partners to help them produce meaningful results. Channel-centric companies usually use MDFs for: Conferences and tradeshows Advertising and increased web presence   Direct mail or...

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The Easiest Way to Find Upsell Opportunities

The Easiest Way to Find Upsell Opportunities

How to Create Cross-Selling and Upselling Strategies for B2B Customers We all know it's far cheaper and easier to upsell an existing B2B customer than to generate new leads, but identifying upsell and cross-sell opportunities can be a challenge for partners. To find...

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The Channel Business Case for DEI

The Channel Business Case for DEI

The channel has made significant strides in terms of diversity, equity, and inclusion (DEI) in recent years but still has a ways to go in terms of looking at business through a DEI lens.  This concept has been laid out pretty comprehensively in recent years. Real,...

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The Key to a Pipeline of Potential Partners

The Key to a Pipeline of Potential Partners

Just like hiring a new salesperson doesn’t guarantee revenue, a growing channel partner program doesn’t automatically mean higher profitability. The channel manager must audit and optimize all elements of the program, including the partner pipeline of potential...

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The Top B2B Brand Awareness Secrets

The Top B2B Brand Awareness Secrets

Today, the world of marketing is obsessed with metrics and conversion rates. Due to the increased demand for measurable results, brand awareness often gets overlooked. While it is more difficult to measure brand awareness tangibly, it’s still critical for B2B brands....

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