Greg Reffner
Articles by Greg Reffner
When is the Right Time To Invest in a PRM Platform?

When is the Right Time To Invest in a PRM Platform?

The truth is, as long as you're working to engage with partners and grow your channel, you could invest in a PRM platform—but should you?Ask any partner program manager and you'll no doubt hear a different opinion about when a company should invest in an integrated...

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Nobody Puts PRM in the Corner

Nobody Puts PRM in the Corner

Nobody Puts PRM in the Corner Dirty Dancing hit its 30th anniversary last year, and continues to prevail in pop culture as a timeless classic. It seems this movie has been a major influence on both personal and professional life as its themes and quotes intertwine...

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Why Doesn’t Anyone Care About ROI in the Channel?

Why Doesn’t Anyone Care About ROI in the Channel?

I was speaking with a Chief Revenue Officer of a mid-market, mar-tech, SaaS company who was earning about $15 million in Annual Recurring Revenue (ARR) and surprisingly enough, despite having the word “Revenue” in his title, he was shockingly disinterested in...

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3 Keys to Building-Out your Partner Program in 2018

3 Keys to Building-Out your Partner Program in 2018

As we enter the last couple weeks of 2017, we turn our focus to the future of channel sales. We’ve said it before; we’ll say it again. We’re in the new age of partner relationship management. Gone are the days of complex processes and disconnected legacy systems....

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7 Signs You Found the Ideal Channel Sales Partner

7 Signs You Found the Ideal Channel Sales Partner

You’ve done your research to find and recruit channel sales partners. You’ve put in the effort to onboard them. And now you’re wondering if your efforts have paid off. Moving a product through an indirect sales channel is a difficult endeavor. In partner programs, end...

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