The Allbound Podcast: Collaborate with the Competition

Vince Menzione, Founder of Cloud Wave Partners joins me, Jen Spencer to discuss long-term relationships with partners, compensating partners, collaborating with the competition and more on this episode of The Allbound Podcast.

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The Allbound Podcast: The Partner's Perspective

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..

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The Allbound Podcast: Teaching Partners New Tricks

Zach Selch, VP of Global Sales at PharmaJet joins me, Jen Spencer to discuss partner channel goals, growing a channel, timing for collaboration, educating your partner sales reps and more on this episode of The Allbound Podcast.

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How to Build a Marketing Stack that Actually Helps Channel Sales

The combination of software products and technologies used by your marketing team is called your marketing stack. In theory, these tools are aligned around sales cycles and work to empower your reps to improve activities and drive success.

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The Allbound Podcast: The Best Partners Are The Best Students

Brian Signorelli, Director of the Global Sales Partner Program at HubSpot joins me, Jen Spencer to discuss adding value to your partners, channel best practices, identifying good partners from the start and more on this episode of The Allbound Podcast.

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The Allbound Podcast: Tighten Your Network, Build Your Culture

Aaron Schmookler, Co-Founder and Trainer at The Yes Works joins me, Jen Spencer to discuss collaboration, culture, the importance of building relationships and more on this episode of The Allbound Podcast.

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5 Tips to Perfect Your Channel Marketing Strategy

When it comes to channel marketing, it’s up to you to provide your partners with the content and materials they need to easily sell your product. After all, they don’t have the time or resources to create content about your brand.

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The Allbound Podcast: The Rise of Customer Success in the Channel

Allison Pickens, Chief Customer Officer at Gainsight joins me, Jen Spencer to discuss customer success, aligning vendor and partner relationships and more on this episode of The Allbound Podcast.

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What Is PRM? You're Asking the Wrong Question...

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.

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The Allbound Podcast: The Importance of Drinking Your Partner's Champagne

Justin Gray, CEO and founder at LeadMD joins me, Jen Spencer to discuss partner relationships and breakups, trusting data, success in the channel and more on this episode of The Allbound Podcast.

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The Allbound Podcast: How to Compensate Your Partners

David Belove, CEO of Prodly joins me, Jen Spencer to discuss investing in the channel, compensating your channel sales reps, and more on this episode of The Allbound Podcast

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Successful Strategic Alliances: The Story of Adidas and Spotify

 

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..

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The Allbound Podcast: A Partner Marketer is a Demand Generation Marketer

Jessica Fewless, Vice President, ABM Strategy and Field Marketing at Demandbase joins me, Jen Spencer to discuss partner matchmaking, the role of partner marketing, enabling partners by focusing on their customers, and more on this episode of The Allbound Podcast

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Why Sales and Marketing Alignment Is the Key to Channel Success

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.

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The Allbound Podcast: Sales Trend: Channel Partners Over Direct Sales

John Sekevitch, President at CyberSolutions.io, joins me, Jen Spencer to discuss the channel from the point of view of the partner, conflict between direct and indirect sales, making your partners money, customer experience ownership and more on this episode of The Allbound Podcast.

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The Allbound Podcast: Creating a Channel is a Company-Wide Effort

Kevin O’Brien, Vice President of Strategic Alliances at JazzHR, joins me, Jen Spencer to discuss challenges when starting a channel program, scaling and tiering, creating a culture of partnership and more on this episode of The Allbound Podcast.

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The Allbound Podcast: How to Simplify Your Pivot; Use the Channel

Tony Fox, Vice President of Sales and Development of Channel Partners at bswift, joins me, Jen Spencer to discuss protecting your brand by choosing the right partners, solutions partners vs channel partners, business acumen and more on this episode of The Allbound Podcast.

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3 Steps to Constructing a Channel Sales Ecosystem That Lasts

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.

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The Allbound Podcast: Partner Up and Be a Chameleon. It’s Magic.

Anjali Menon, Head of Growth Operations at Magic, joins me, Jen Spencer to discuss integrations with complementary technologies, listening to data, being honest with your community of partners and more on this episode of The Allbound Podcast.

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The Allbound Podcast: Refine Your Partner Focus

Joe Schramm, Vice President of Strategic Alliances at BeyondTrust, joins me, Jen Spencer to discuss refining your focus on specific partners, channel growing pains, understanding the win for your partner and more on this episode of The Allbound Podcast.

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Why Customer Success and Your SaaS Company's Success Are One and the Same

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..

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The Allbound Podcast: Competitors Can't Steal Your Customer Success

Jeff Ernst, co-founder and CEO of SlapFive, joins me, Jen Spencer to discuss customer success and the channel, opposing the customer testimonial, and more on this episode of The Allbound Podcast.

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The Allbound Podcast: Hyperfocused Vectorization is the New Verticalization

 Jay McBain, Global Advisor at Channel Mechanics, joins me, Jen Spencer to discuss shadow channels and the shift from IT buying power, verticalization (or hyperfocused vectorization), the future of the channel and more on this episode of The Allbound Podcast.

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The Allbound Podcast: Technology in the Channel

 Kyle Burnett, Chief Technology Officer and co-founder of Allbound, joins me, Jen Spencer to discuss the birth and growth of the partner portal, navigating channel tech, integrations, SaaS partner programs and more on this episode of The Allbound Podcast.

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Evaluate Your Channel Partner Program with These 3 Resources

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,..

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The Allbound Podcast: Define the Rules of Engagement

 Annette Iafrate, VP of Alliances and Partners for Vidyard, joins me, Jen Spencer to discuss channel alignment, building trust, defining rules of engagement and more on this episode of The Allbound Podcast.

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The Quick Guide to Co-Marketing with Your Channel Partners

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..

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The Allbound Podcast: Create an Ecosystem; Don't Become a Commodity

Tim Harmon, Managing Director for Nuvello, joins me, Jen Spencer to discuss creating a channel ecosystem, the right time to start building a channel program and more on this episode of The Allbound Podcast.

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The Subscription Economy: Why Channel Sales Is Essential for SaaS

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,..

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The Allbound Podcast: Never Leave a Partner Stranded

Wendell Black, Vice President of Channels for Five9, joins me, Jen Spencer to discuss creating the optimal team to compete and win with the partner, prioritizing your partner needs, and more on this episode of The Allbound Podcast.

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The Allbound Podcast: Sales and Marketing Alignment Can Make or Break your Channel

Jeanne Hopkins, Executive Vice President and Chief Marketing Officer for Ipswitch, joins me, Jen Spencer to discuss respecting partners’ time, the downfalls of un-aligned sales and marketing teams and more on this episode of The Allbound Podcast.

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Creating a Sales Compensation Plan That Motivates Your Channel

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,..

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The Allbound Podcast: Building a Channel is a Marathon

Greg Goldstein, Senior Director of Global Channel Sales and Development for ON24, joins me, Jen Spencer, to discuss mid-market and enterprise consulting partners, business planning for channel managers, partner exit interviews, and more on this episode of The Allbound Podcast.

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How to Use Buyer Personas to Grow Your Channel Sales

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.

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The Allbound Podcast: Growing a Referral Partner Program

Joe Durfey, Director Strategic Partnerships at Grow, joins me to discuss how to create and maintain successful referral partner relationships, the importance of content in the partner channel, and more on this episode of The Allbound Podcast.

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5 Ways to Ensure Effective Channel Management vs. Micromanaging

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..

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The Allbound Podcast: How to Build an Agency Partner Program; Add Some Video

Dee Dee de Kenessey, Agency Partner Program Manager at Wistia, joins me on The Allbound Podcast to discuss the why behind creating a partner agency program, owning the customer relationship, and divvying up valuable time between partners.

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How to Manage a Channel Sales Team Without Pissing Off Your Direct Reps

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..

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The Allbound Podcast: Train for Channel Success

Joseph Ulrich, Team Leader for US Channels at Hyland Software, joins me on The Allbound Podcast to discuss channel engagement, training partners, and what may or may not be the reason why 80-90% of Hyland's customers are acquired through channel sales.

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What Motivates Channel Sales Reps? 5 Surprising Tactics

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..

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The Allbound Podcast: Aligning Systems, Processes and People for Partner Success

Keith Lubner, Co-Founder and Managing Partner of Channel EQ, joins me, on The Allbound Podcast to discuss determining company readiness for building a channel, and common pitfalls to avoid once your channel exists.

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3 Common Channel Marketing Mistakes (and How to Avoid Them)

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..

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4 Things You Should Have in Your Partner Sales Enablement Toolkit

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..

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The Allbound Podcast: Partner Recruitment and Support; It’s More Than 9-5

Asher Mathew, Director of Strategic Alliances, and Liz Anderson, Senior Director of Partner Marketing at Avalara, join me, Jen Spencer, on The Allbound Podcast to discuss partner support and recruitment strategies.

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The Allbound Podcast: The Revolution of Partner Content

Jarrod Weise, Partner Content Manager at Cisco, joined me on The Allbound Podcast to discuss partner enablement with content marketing and support from both sales and marketing.

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3 Best Practices to Ensure Channel Sales and Marketing Alignment

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..

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4 Ways to Eliminate the 80/20 Rule in Your Channel Partner Program

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..

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How HubSpot Built a Successful Channel Sales Program

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..

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The Allbound Podcast: How to Find and Build an All-Star Partner Team

Gary Sheedy, Director of Commercial Partner Programming at DAQRI, joined me on The Allbound Podcast to discuss how to find the right partners and build a solid partner program.

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4 Things You Don't Want to Hear From Your Channel Partner Sales Team

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..

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Channel Strategy Tips From Top SaaS Companies

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..

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The Allbound Podcast: How to Establish Trust with Partners

Sloan McCauley, Director of Channel Sales at Localytics, joined me to discuss educating clients, establishing trust and how nothing beats face-to-face time with partners on this episode of The Allbound Podcast.

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How to Motivate Sales Reps With a Culture of Continued Learning

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..

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The Allbound Podcast: Social Selling and The Power of Content

 

Jack Kosakowski, global head of B2B sales execution at Creation Agency, joins me to discuss social selling, relationship development and the power of content in this episode of The Allbound Podcast.

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The Quick Guide to Structuring Your SaaS Partner Program

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..

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The Allbound Podcast: How Being a Better Advocate will Help you in Sales

 

Jill Fratianne, a partner channel manager at Hubspot, joined me to discuss some of the qualities she looks for in a new partner, insights she’s picked up as a business owner and the importance of face time — all on the the latest episode of The Allbound Podcast.

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Sales, Marketing and Partnerships at INBOUND16

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..

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The Allbound Podcast: Social Selling in Today's Sales Environment

 

Jill Rowley, social selling evangelist, was my guest on The Allbound Podcast where we discussed the evolution of sales and the big changes coming down the pike. 

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The Allbound Podcast: How to Activate Selling Partners to Supercharge Growth

Learn how to vet, engage and grow partnerships with Lisa Box, Vice President of Business Development at WP Engine, in the latest episode of The Allbound Podcast. 

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How the Best Reseller Programs Structure Their Internal Teams

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..

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The Allbound Podcast: How to Scale Channel Sales and Exceed Quota

 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.

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Connected Selling vs. Connected Buying: What’s the Difference?

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,..

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The Allbound Podcast: Evangelizing the Customer-Driven Sales Model

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.

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What is a Sales Acceleration Platform?

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.

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Webinar Q&A with Optimizely: Designing a Partner Program that Eliminates the 80/20 Rule

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,..

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How to Breathe Life Into Your Partner Sales Process

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..

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The Critical Role That Sales Productivity Tools Play in the Success of Your Partner Program

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..

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How to Nurture Channel Sales Champions

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..

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Improving Channel Sales Force Productivity in Three Easy Steps

 

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..

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PRM vs. Partner Sales Acceleration

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..

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Prospecting Tips and Techniques from Channel Sales Pros

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..

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Is Your Partner Sales Enablement Collateral in Hiding?

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.

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Want Better Engagement with Partner Reps? Collaborate to Motivate.

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..

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Why Channel Advisory Boards Are an Absolute Necessity

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.

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Partner Collaboration is a Mindset

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:

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Hey Channel, Martech is calling. Will you answer?

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..

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The Terrifying, Exhilarating Rainmaker Heartbreak

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..

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Why Interactive Content Marketing Belongs in Your Channel

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?

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Channel Marketing, Content Marketing and Demand Gen — A Wicked Kool-Aid Combination

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..

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Why We Love Allbound

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?

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Lessons for the Channel from SaaStr Annual 2016

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..

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Top Three Tactics for Maintaining Partner Loyalty

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..

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Dos and Don'ts for Encouraging Vendor-Based Brand Evangelism

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..

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Don't Miss Out on the Loyalty Effect With Channel Partners

When you think of channel partners, what's the first thing that comes to mind?

  • Driving new sales growth
  • Channel partners' revenue growth and profitability
  • Improved competitive advantage

What's missing from this list? Channel partner loyalty.

Your organization can master partner loyalty with "the loyalty effect." Originally..

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In the Age of the Customer, Focus on Reseller Quality Over Quantity

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.

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Hi, This Is Your Sales Channel ... You Need Help

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.

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Authenticity in Marketing and Its Importance in the Channel

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..

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Aligning Your Company Around a Culture of Channel Partner Success

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..

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Your Sales Ecosystem Is In Danger

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..

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Partners Are Your Biggest Revenue-Building Asset

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.

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3 Sales Hack Messages for Channel Sales and Marketing

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...

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The Frightening Truth About Shadow Marketing

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..

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Recorded Webinar: Why Sales Reps Aren’t Using Your Channel Management Software

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..

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Allbound is Future-Ready at #DellWorld

Austin, Texas. Live music capital of the world. Home of the Longhorns. And for one week, basecamp for Dell employees, partners, customers and future-ready innovators at Dell World 2015. Are you here in Austin? We are.

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Does Your Channel Management Software Make You Sing?

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.

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Transformational Growth at BoxWorks 2015

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..

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Using Content Marketing with Indirect Sales Teams

Can content marketing work in an indirect sales environment? It sure can.

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Coaching Your Indirect Sales Reps with Gamification

I won’t be offering any Earth-shattering news today by telling you that salespeople are motivated by money and other rewards.

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Your Indirect Sales Channel is Talking. Are You Listening?

Last week I heard a lot of great advice from international sales trainer Jack Vincent, but the most compelling message for me was “listening is your most underrated tool.” Taking this advice in as a B2B marketer, it got me thinking.

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Making Your Partners’ Sales Reps Into Superstars

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..

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Three-and-a-Half Breakout Sessions that Have Me Jazzed for Inbound

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..

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Is Content Marketing Working Within Your Channel?

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.

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Confessions of a Channel Marketer: Christos Mantzikos

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.

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What’s Missing from PRM? It’s Called Sales Acceleration.

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.

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Why I Chose Allbound — and Allbound Chose Me

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.

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