The Allbound Podcast: Building a Quality Partner Program from the Ground Up

Joe Barnes, Head of Channels at Cohesity, joins guest host Matt Hensler, Vice President of Customer Success at Allbound who is filling in for Jen Spencer, on The Allbound Podcast to discuss how to build and maintain a successful partner program from scratch.

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Are Your Partner Communications Laughable?

There is another 80/20 rule at play in channel programs. It seems that eighty percent of companies flat out don’t communicate proactively with their partners. The other twenty percent barely do.

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Flexibility Is Essential to Success With Channel Partners

In today’s customer-centric economy, nuance reigns supreme. There is no one-size-fits-all solution, because there are no one-size-fits-all problems. Each business you encounter struggles with a unique set of challenges. Many are on the same spectrum, but the nuance and context of each customer scenario require that you flex..

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3 Tactics of Your Partner Sales Process That Are Supposed to Work – But Don’t

People have been selling things for as long as they have been making them. With that much accumulated history and knowledge in the profession, it’s easy to see how some sales practices have become so ingrained that they’re taken for granted as foundational to a partner sales process.

More complex selling environments, more..

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Why Your Next Channel Hire Shouldn't Be a Channel Person

The definition of insanity is trying things the same way you always have, and expecting different results. Have you ever experienced something like that? Maybe your boss has given you strict instructions to follow, but also mandated that you increase a key metric by 5% over the next month. How are you supposed to increase..

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5 Steps to a Successful SaaS Reseller Program

Not all SaaS products are created equally. And when it comes to SaaS channel strategy, some companies are more suited for success in the channel. Historically, companies that offer high value, enterprise software benefit from utilizing partner programs. However, in today’s cloud-driven economy, having a strategic approach to..

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Channel Manager Job Description: 4 Changes You Need To Make Now

There are a few outdated ideas when considering a channel manager job description. Most of these stem from when technology was not as prevalent in channel management as it is now. For instance, you may see a description requiring a potential applicant who is able to multi-task and simultaneously work with multiple partners..

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Why You May Need to Create Games to Motivate Partner Sales Reps

Motivation for partner sales reps comes in many forms. Some of it intrinsic, such as pride and confidence. Some motivation might be more extrinsic, like sales incentives or periodic special recognition. But if youhaven’t thought about it already, using games to motivate your partner sales reps can be a powerful way to..

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Want to Improve Your Partner Sales Support? Ask these 5 Questions

Suppliers with a go-to-market strategy that includes indirect sales partners spend hours of time and millions of dollars to enable those partners to sell more. And often, partner programs give partner sales reps access to information and content via an online portal or content repository.But, traditional partner portals were..

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