Liz Stuart, Vice President of Operations - Partner Alliances and Customer Experience at Advanced Systems Group joins me, Jen Spencer to discuss the view of the channel from the reseller side, how to be successful reseller, what it means to have a good relationship with your vendor partner and more on this episode of The..Read More
If you found this blog while trying to find more information on what PRM is, you’re asking the wrong question—and you can’t afford not to understand why.Read More
Have you heard of Spotify? Unless you’ve been in hiding for a while, chances are you’re familiar with the company. The ubiquitous music app has developed a couple strategic alliances since its official launch in 2008. One of these is with adidas.
Now, you might stop to ask yourself, what would a music streaming company see..Read More
The business world has fallen into this idea that sales and marketing are two entirely separate pursuits. The different job descriptions, different skill sets, and different managerial hierarchies all help further ingrain this illusion—but an illusion is exactly what it is.Read More
There are many ways to include new tools and software in the channel sales ecosystem. Many are designed to make your life a little easier, although they’re not intended to be a complete replacement for the human touch.Read More
When your customers are successful, your business is successful. And these days, in the world of software-as-a-service (SaaS) technology, customers are calling the shots.
It’s true that SaaS companies are no longer tied down by contracts or lock-ins of enterprise software solutions. Nor do they require hardware or an..Read More
Businesses are constantly growing and changing. So if you’re availing yourself of the unparalleled revenue-building opportunity that is a channel partner program, you can’t afford to sit still; nobody else is—not your partners and not their customers. Partners change tactics, go through overhauls, move into different spaces,..Read More
You have a great opportunity for co-marketing within your sales channel. Your channel partners are marketing your product successfully, and you can push the relationship further by exploring a co-marketing scenario. But the tricky part comes into how to make sure that it will produce viable results. Not every channel partner..Read More
In the midst of the most recent software-as-a-service (SaaS) boom, there’s been a popular myth that SaaS has eliminated the need for channel partners and channel partner programs. This misunderstanding is perhaps derived from an outdated report that relayed that only 23 percent of B2B SaaS vendors utilized a channel program,..Read More
If you want to set your channel partners up for success, you'll want to compensate those sales reps for a job well done. Of course, you want your channel partners’ sales reps to go beyond the call of duty. You want your indirect team to be the ideal brand evangelists who are looking around at their prospects’ operations and,..Read More
If you’ve been involved in marketing or branding at some point in your career, you’ve most likely encountered the concept of buyer personas. If you haven’t, there’s no reason to fret. We’re here for you.
We’re also here to say that buyer personas aren’t just for marketing teams. They can grow your channel sales as well.Read More
Anyone who has ever worked, well, pretty much ever, has probably experienced micromanagement. And as many can attest, the feeling is unpleasant at best—and suffocating at worst. Being closely monitored and controlled by your boss can take a toll on not only your confidence, but also your productivity and overall satisfaction..Read More
When your direct sales reps take pride in your product and feel personally attached to your brand, it means you’re doing something right. Dedicated reps will put unparalleled energy into selling a product they believe in. Adding a channel relationship to the mix can be incredibly profitable, but if you manage it the wrong..Read More
A motivated seller will try harder and work longer, knowing that the reward is not just in the results, but in the work itself. A channel partner sales team full of driven individuals will direct more sales your way. That’s a time tested fact. But how to get the sales professionals motivated in the first place? What..Read More
When exploring your work in the channel, it’s easy to try to address things with the same strategy as direct sales. Often, you can have some success with this method. Other times, you may find yourself failing. What’s important to remember is that you need to address your channel partners differently at times.
There are a..Read More
There are many ways to increase channel partner sales, but using a sales enablement toolkit can push your profits when implemented properly. It says a lot about sales enablement that 88% of those who use enablement tactics describe their process as being strategic as opposed to operational. Strategy is the keyword here, in..Read More
In today’s complex selling world, marketing and sales are less siloed than ever before—and that’s great news. Whether they’re putting together the marketing collateral or out in the field talking to clients and signing deals, marketers and sales staff are both engaged in promotion, and both employ a ton of creativity to do..Read More
We’re all familiar with the Pareto Principle, usually just called the 80/20 rule. Where 80% of the outcomes arrive from 20% of the tasks. Sometimes, it feels like it’s closer to a 90/10 rule. But that’s not ideal, and in fact moving in the wrong direction. We want to have every partner performing at their peak, with a level..Read More
In a relatively short period of time HubSpot has positioned itself as a go-to all-in-one solution for the burgeoning world of inbound marketing, and indirect sales have played no small part in the company’s success. The fact that in the past few years HubSpot has experienced a huge influx of name recognition, and has become..Read More
Working with your partner sales team can bring up some small issues while you’re still getting the kinks worked out. This is especially true when you have a somewhat complicated sales process, or have a large geographic region to contend with. While you can expect some short setbacks here and there, be wary of these four..Read More
In the recent past, vendors selling SaaS solutions were hesitant to jump into indirect sales, concerned that the subscription-based selling and support model that SaaS relies on wouldn’t combine profitably with what the channel offers. But recently, there has been more than enough data demonstrating that SaaS companies stand..Read More
Perhaps more so than most other professional industries, sales people generally get on-the-job educations. To our knowledge, there is no “Bachelor of Sales” degree. And even if there were, its value would only take a rep partially through his or her necessary training.
To put things simply, there are many skills that can’t..Read More
Those selling cloud-based Software as a Service (SaaS) solutions are at the forefront of a changing sales world. Cloud-based deployments of subscription-based solutions that serve enterprises far away from the provider has opened up a world of new ways to make money working directly with clients -- and now channel sales is..Read More
Every year I agonize over my INBOUND schedule. Truly. With so many powerful speakers, so much valuable content, there's an art to building the perfect INBOUND schedule. Over the years I've learned to embrace diversity in my own content consumption, bring a team so my organization can maximize opportunities, and set aside..Read More
Traditionally, there is a lack of integration between suppliers and the channel that makes partners feel less like extensions of the supplier and more like disconnected satellites that orbit around the enterprise (until they get knocked off course and spiral away, never to be seen again). This is an ineffective way of..Read More
In our latest episode of The Allbound Podcast, Jared Fuller, VP of Business Development and Partnerships at PandaDoc, joined me to share how he scaled the channel program at PandaDoc from <1% of total revenue to over 13% in his first six months at the company.Read More
You’re probably no stranger to talk about how the internet has changed buying and selling. You’ve heard – and of course seen with your own eyes – how the relationships between consumers and sellers have changed, and how the expectations both bring to the table are fundamentally different in today’s social media-driven,..Read More
In our inaugral episode of The Allbound Podcast, Tiffani Bova, Global Customer Growth and Innovation Evangelist at Salesforce, joined me to talk about empowering sales teams in the SaaS industry.Read More
In sales, moving quickly is important. Thanks to increased competition, more educated buyers, and a shortened purchasing cycle, the sales game has changed over the years.Read More
Last week I had the opportunity to spend time with Hiliary Robertson, Partner Operations Manager at Optimizely for a webinar on how Optimizely is eliminating the dreaded 80/20 rule in their partner program by recruiting the right partners, keeping things simple, making partnership a part of your organization's culture,..Read More
When your organization is looking to increase revenue (and, really, when aren’t you?), you generally turn to your sales team first. Right?
By now, we can assume that you’re aware of the benefits of partner channel sales. Partnering like-minded outside salespeople can boost sales activity, drive new revenues, increase your..Read More
It goes without saying that sales productivity is an important aspect of channel partner programs. Sales productivity tools can help measure how effectively your partners are generating revenue, and help them manage their time more efficiently.
With the push to “work smarter, not harder,” sales productivity tools have never..Read More
Are sales champions born, or are they created? This was the question Jeff Seeley, CEO of Carew International, set out to answer amidst a roomful of sales leaders at Sales 2.0, all hoping to take their most successful sales reps and clone them. I mean, putting aside the dystopian nightmare that this would cause if taken..Read More
Sales productivity is the number one challenge for nearly 65% of B2B organizations, according to The Bridge Group. For someone who’s been in the industry for years, perhaps this comes as no surprise. Regardless, when you factor in channel partners who work in various capacities—and for numerous organizations—we bet that..Read More
Sure, innovation sparks reinvention. But what happens when it causes total disruption? Some may write it off as progress; others consider it pure chaos. At Allbound we say, “Innovation is the new black.”
The best part about reinventing old-school tools used by businesses within their partner channels is that it’s uncharted..Read More
Think your channel partners are exclusively responsible for creating demand for your products? Think again. Demand generation responsibilities rest almost exclusively with your ability to empower your partners. After all, the purpose and goal of channel partners is to make money and profits from selling your products. And by..Read More
Can we please get real about vendor/partner content transfer for a minute? Last week I witnessed a conversation that I simply haven’t been able to get out of my mind. This happens to me every so often. I hear about a challenge someone is facing, and it plagues me because the solution is so simple … and I’m a fixer.Read More
In my home life (do those still exist?), one of my kids will do just about anything I ask as long as the reward is dessert or a social outing. It’s not bribery … it just makes my job as a parent a bit easier — do this, then receive that. I know what his currency is (thanks Dr. Phil), and I dole it out quite intentionally. My..Read More
Lately, we've been looking at the role collaboration plays in the channel. It's easy to view such a relationship from the top down as a supplier. However, innovation thrives on diversity. Having more voices at the table can often help you avoid the echo chamber and adopt new and more successful marketing strategies.Read More
I need to ask you a really important question. Are you collaborating with your partners? Allow me to clarify. When I say “collaborating,” here’s what I don’t mean:Read More
What would Don Draper think of the world of marketing today? For my fellow Mad Men fans, perhaps you recall the episode where the IBM System/360 made its debut in the SC&P office. The foreign monstrosity took over the place where the creative team's couch had once resided, and there were cultural reprecussions in the..Read More
Have you ever heard the sound of 600 sales reps’ hearts breaking? I recently did at SalesLoft’s Rainmaker conference, and it was equally terrifying and exhilarating. Picture this: a banquet room full of some of the industry’s best and brightest sales development professionals spending two days devouring everything they..Read More
Interactive content marketing is quickly becoming a major marketing buzzword for 2016. Like a lot of new buzzwords, you'll hear it thrown around at team meetings — but what exactly does it mean, and what role, if any, will it play in your channel marketing pipeline?Read More
At last week’s Content2Conversion Conference and Demand Gen Summit, hundreds of B2B marketers gathered to learn everything they could about the latest marketing trends and tactics, from blueprints for content strategy to content audits and gap analysis, campaign reporting metrics and segmentation strategies. And while no..Read More
It's Valentine's Day, and what better way to celebrate this occasion centered around love, devotion and (apparently) chocolate (lots and lots of chocolate) than with a flurry of heartfelt emotion about Allbound and Partner Sales Acceleration from the people who live and breathe it everyday?Read More
This past week at SaaStr Annual 2016 we heard from some of the most successful founders, CEOs and sales leaders about scaling your company, ensuring you have product-market fit, how to build a world-class sales organization, and how to evangelize a culture of company-wide growth. Yes, SaaStr Annual is all about uniting the..Read More
Bounders is friendly AND delivers on time.
Making, maintaining and building relationships comprise the majority of good business practices and help to increase revenue while simultaneously reducing overhead. In addition to investing in your relationships with your customers and clients, it is also imperative to earn and keep..Read More
Creating a culture around your brand — and including your channel partners in the inner circle — encourages vendor-based brand evangelism that increases downstream sales. Building deep-seated loyalty throughout your business channel is different from building end-customer brand loyalty. Here are some dos and don'ts for..Read More
When you think of channel partners, what's the first thing that comes to mind?
What's missing from this list? Channel partner loyalty.
Your organization can master partner loyalty with "the loyalty effect." Originally..Read More
When it comes to finding resellers for your brand, quality is more important than quantity. After all, your resellers will be representing your brand to customers, so it's important that they're able to communicate your message effectively. Follow these tips to find the right partner for your brand.Read More
Hi there favorite vendor of mine! You've been taking me for granted for quite a while, and we have to have a talk. It's not that I particularly mind; after all, it's your money and wasted potential. But I could be much more, and you're not using me to my full potential … it's a little hurtful.Read More
As potential customers wade through the overflow of pitches in today's marketplace, your competitors fight even harder to stand out from the rest. Buyers are bombarded with a plethora of messages via print and social media in a seemingly endless stream of choices. To make your brand a contender, tap into the increasingly..Read More
Channels by nature are geographically dispersed, and are therefore inherently virtual, meaning technology is mission critical to driving performance. Yet for far too long, channel technology such as legacy “PRM” systems and stitched together portals have focused almost solely on the management and control of partners – a..Read More
Our human resistance to change has been well documented for years and has kept many an executive and organizational coach in business. We like what we’re comfortable with. It’s safe. It’s secure. We know what to expect. Change can be scary.
That being said, we’re also intelligent beings, and we know that change is always..Read More
As a marketer, it's natural for me to look to my in-house sales staff first when wanting to increase revenues. They've been trained to know the product inside and out, and they have the experience to ensure timely and efficient implementation of a new sales campaign.Read More
Last week I had the opportunity to attend Sales Hacker’s Sales Stack 2015 conference in San Francisco, California. In one sales content-packed day, industry experts covered topics ranging from scaling sales organizations and leading sales teams to social selling best practices and even how to grow 20% month over month...Read More
I received my first assault of shadow marketing a couple of years ago. I was on my way back from the office break room with a fresh cup of coffee in my hand when an excited sales rep called out from the cubicle jungle, “Jen! You got a minute? I want to show you something.”
Call it a sixth sense or intuition, but I knew..Read More
We hear it all the time.
The sighs of exasperated channel account managers and channel marketing managers who toil away implementing and maintaining legacy PRM systems that are rarely, if ever, actually used by their partners’ sales reps.
In this 30-minute webinar from Allbound, your partner sales acceleration specialists..Read More
I have a friend who can walk into a room and identify its design flaws. Perhaps the curtains have been hung too low, the pictures have been hung too high, or the paint color is just a shade darker than it should be. Personally, I don’t see these things.Read More
The Allbound team is in San Francisco, CA for what is promising to be a transformation next few days at BoxWorks 2015.The leadership at Box.com poses the question: "How can companies tap into the unprecedented opportunities for transformation without putting their critical information at risk?" BoxWorks 2015 is about..Read More
Can content marketing work in an indirect sales environment? It sure can.Read More
I won’t be offering any Earth-shattering news today by telling you that salespeople are motivated by money and other rewards.Read More
Have you heard? The content marketing revolution is here. Find me a company that is not using content marketing in some way or another, and I'll tell you how content marketing can efficiently and strategically boost their revenue (with very little overhead cost). And yes, I'm a marketer, so of course I'm biased. But here's..Read More
If you’ve ever attended Inbound, HubSpot’s annual conference on all things inbound marketing, then you know it’s an event that’s not to be missed. Really. Those of us who have participated previously could not imagine not being there for four amazing days of motivational keynotes and inspirational bold talks, not to mention..Read More
If you're a marketing professional, it's extremely likely that you're doing some kind of content marketing. In fact, according to the 2015 B2B Content Marketing Report, nine out of ten marketers have a content marketing strategy and 70% of marketing teams are producing and spending more on content than ever.Read More
Welcome to another installment of Confessions of a Channel Marketer, where we explore what works and what should get fixed in channel sales and marketing.Read More
What happens when innovation sparks reinvention that causes total disruption? Some say progress. Others might say chaos. At Allbound we say, “Bring on the new normal!”
The exciting thing about reinventing the tools companies use to go to market within their partner channels is we’re in uncharted territory.Read More
When your profession is sales and marketing, it’s inevitable that you see the world through that lens. I’m sure the same goes for many other professions.Read More