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..Read More
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..Read More
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..Read More
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..Read More
There are a few outdated ideas when considering a channel manager job description.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..Read More
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..Read More
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..Read More
A leading premise that has gone into the development of Allbound is that suppliers experience underperforming channel sales because they are suffering from a partnering problem. Many existing partnerships simply don’t work because suppliers and resellers aren’t finding ways to work together. Technology can be used to..Read More
Most of what you hear and read about sales and marketing today's is about reaching a finish line. Attract – Nurture – Engage – Close. Getting to more yeses and signed contracts has become the focus of our processes, our metrics and, of course, our sales teams.
Partner sales and marketing is no different.Read More
People like free stuff. Whether it’s registering for the luxury car giveaway at the mall, dropping a business card in a bowl at your local restaurant, or falling all over fellow sports fans to snag a shirt that just got blasted out of a t-shirt cannon, getting something for nothing always puts a smile on someone’s face. Who..Read More
Raise your hand if you've ever bought into the Field of Dreams fallacy: build it, and they will come. Unfortunately, this is how too many suppliers treat their channel sales and marketing efforts. Here's the thing. Nobody knows your product better than you do, and the sooner you take steps to effectively transfer that..Read More
If you were able to make time to sit down with Jen Spencer and myself for our January webinar, then you know that the customer journey has changed, today's B2B customer expects more, our biggest competitors are our customers, and trust and authenticity are high on the list of scrutinized factors when making brand choices. We..Read More
According to research from Forrester, customer experience is a top priority for businesses and technology leaders. However, a "customer obsession" operating model does not automatically lead to success, especially as it relates to the channel.
Customers will never say, "you’ve done enough” or "we should pay you more for..Read More
Trust in the customer journey is paramount. Duh! I know this isn’t a new concept, but too often, organizations speak to the importance of trust, but don’t organize to achieve it.
Instead, they distract themselves, and each other, with data and metrics that lack substance. Without trust there are no views or clicks. There are..Read More
If you've been a marketing or sales professional for the past decade, you'll have noticed how immensely the digital landscape has changed. Even the past five years have witnessed a tremendous paradigm shift in how all types of buyers use mobile devices to make purchasing decisions.Read More
The rise of the subscription economy has disrupted some of the most traditional B2B markets and will continue to do so in 2016.
Marketers, who are often credited for the disruption they create, are also experiencing an impact. As a career marketer who joined a software start-up in 2015 as the head of Customer Success, I’m..Read More
There is a broadly accepted adage in marketing that B2B industries are about 18 months behind their B2C counterparts. If that is true, then it’s probably safe to say that channel marketing and sales is another 18 months (if not more) behind that. Indirect channel sales and marketing practices have long been dominated by the..Read More
The threat of ‘another tech bubble’ is well covered in headlines. The truth is that the tech sector will always have ebbs and flows, as will all industries. Technology as a topic of interest is here to stay. Innovation is constant and rapidly accelerating. After all, the person who invented the wheel probably got a lot of..Read More
There is a simple way to be successful when adapting the latest SaaS technologies for your business: Implement the product as it was built, and for the intent it was meant to be used. When you focus on configuration over customization, you’ll achieve the speed to deployment, faster ROI and scalability you want from the..Read More
When resourced correctly, your channel partners can help you build brand potency. What is brand potency?Read More
As a long-time B2B and channel marketer, I'm familiar with content marketing in all of its aliases. As a short-time customer success leader for a software company focused on accelerating sales within indirect sales channels, I'm consistently shocked by the limited reach of the concept and value of inbound...er...content..Read More
The opportunity in the channel is well documented and often discussed. The last economic downturn led to many businesses leaning themselves to the extent that now their best chance for scalable growth is via indirect sales channel partners. I speak with channel sales & marketing pros each day who recognize the tremendous..Read More
Managing and supporting an effective indirect sales channel is EXHAUSTING. If you’re like most partner marketing managersor channel sales managers, you spend your day mired in spreadsheets, partner requests, dozens of emails in and dozens of emails out.Read More
The World Trade Organization cites that 75% of goods globally get distributed through indirect channels, resulting in theneed and desire to get partners to sell more (and faster) is on the minds of most businesses who are looking to achieve scalable growth.Read More
With long-time late-night fixture David Letterman recently hanging up his microphone, it's fitting that we find a small way to honor him with a Top 10 list of our own.Read More