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Daniel Graff-Radford
Articles by Daniel Graff-Radford
Growing & Measuring Channel Partner Loyalty

Growing & Measuring Channel Partner Loyalty

When discussing building a partner program, much of the focus is on the recruitment process. However, all the effort it takes to attract and vet partners is nullified if they tend not to stick around for long. On the other hand, a loyal partner can become a valuable...

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Channel vs. Direct Sales

Channel vs. Direct Sales

Along with identifying a target audience and developing a product or service, businesses also need to consider how to get their offerings to customers. Direct Sales and Channel Sales each offer unique benefits and drawbacks, making no one method objectively better...

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7 Steps to Successfully Onboard Partners

7 Steps to Successfully Onboard Partners

You’ve signed a new partner. Congratulations! Now what? Most newly partnered companies look at one another, waiting for leads to come flowing in, deals to be registered, and clients to call. Unfortunately, it rarely works out that way.  You need a well-defined plan on...

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Why Use Channel Partners – 6 Key Benefits

Why Use Channel Partners – 6 Key Benefits

Channel Sales—also referred to as indirect sales—utilizes partners to promote products and handle customer relationships on behalf of another entity. Many B2B technology companies large and small find great success using this methodology, including Microsoft, Hubspot,...

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