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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Collaboration and the Science of Partner Connection

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..

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It's All In The Delivery: Don't Ignore This Component of Partner Collaboration

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.

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Using MDF Wisely: Enough with the free swag

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..

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Leading Suppliers Make Partnering Easy

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..

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Webinar Q&A: Rallying Around Today’s Customer

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..

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Customer Success: Service vs. Servitude

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..

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Trust Needs To Be Your Primary KPI

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..

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Customer Micro-moments and the Partners Who Own Them

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.

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Customer Marketing In The Subscription Economy

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..

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Indirect Sales Channels are Evolving - Are you?

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..

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Are we primed for a [marketing] technology bubble?

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..

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Configuration, Customization and Software that Works

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..

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Partners Build Brand Potency

When resourced correctly, your channel partners can help you build brand potency. What is brand potency?

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Content Marketing Yields Results that Can’t Be Ignored

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..

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Could Indirect Sales Channel Improvements Be that Simple? Yes!

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..

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Create Channel Partner Loyalty with Minimal Effort

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.

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Are Your Channel Partners Resourced For The 5.4?

Do you remember the Challenger Sale? If you’re not familiar, it was a book that came out of the research done by the sales experts at Corporate Executive Board, and it was a big contributor to how selling, and what it takes to be a successful sales person, has changed over the last decade.

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Channel Analytics in a Partner-Driven World

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.

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Top 10 Must Haves for Partner Sales Acceleration

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.

Despite our best effort we couldn't find a president or famous actor to read ours on camera. With our start-up budget, we’re limited to either the Jimmy..

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