Why Using the Wrong Channel Sales Tool Kills Scalability (and How to Fix It)

Technology in the channel is great. When it works. The right channel sales tools help teams achieve channel key performance indicators (KPIs). And when a channel team is hitting its KPIs, this increases channel sales and boosts company revenue. The best tools facilitate automation, communication, and collaboration. They..

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Why Partner Programs Are Great, with Liz Lederer

Channel experts in your industry, role, and shoes, let you know why they think partner programs are great. Hear from the Director of Channel Marketing at erwin, Liz Lederer, as our fifth featured channel expert on our video compilation of advice, views and anecdotes from experts in the channel. See previous featured guest,..

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The Allbound Podcast: Scale Your Partner Program by Listening

 

Joel Maloff, the Senior Vice President of Strategic Alliances for phone.com, joins me, Nicki Kamau to discuss partner compensation, living channel marketing plans, staying engaged with your partners and more on the 42nd episode of The Allbound Podcast.

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Why Partner Programs Are Great, with Rochelle Coleman

Channel experts in your industry, role, and shoes, let you know why they think partner programs are great. Hear from the Director of Partner Strategy and Marketing at Concerto Cloud, Rochelle Coleman, as our fourth featured channel expert on our video compilation of advice, views and anecdotes from experts in the channel...

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The Allbound Podcast: Improve Your Partner Experience

 

Diane Krakora, Principal at PartnerPath, joins me, Nicki Kamau to discuss partner profitability, structuring a channel program, three things that partners care about and more on the 41st episode of The Allbound Podcast.

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Channel Marketing Strategy, Meet Channel Marketing Software

We talk about channel strategy a lot on the Allbound blog. And for good reason. When it comes to channel marketing, it’s essential to create a process that provides your partners with the right content and materials they need to easily sell your product. This requires you to align expectations, build relationships, and..

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The Allbound Podcast: Intimacy at Scale

 

Travis Smith, Global Channels and Regional Vice President for HMI Performance Incentives (as well as CEO and Founder of Move the Channel), joins Jen Spencer to discuss channel partner incentive programs, intimacy at scale, engaging the middle 60% of your partners and more on the 40th episode of The Allbound Podcast.

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Why Partner Programs Are Great with Tom Rozdeba

Channel experts in your industry, role, and shoes, let you know why they think partner programs are great. Hear from the Strategic Alliances and Account Manager of Vidyard, Tom Rozdeba, as our third featured channel expert on our video compilation of advice, views and anecdotes from experts in the channel. See previous..

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The Allbound Podcast: Driving Revenue First with the Right Partners

 

Not one, but two channel thought leaders share the spotlight today: Larry Walsh, CEO and Chief Analyst at The 2112 Group and Scott Salkin, CEO and Founder of Allbound. Larry and Scott chat about driving more revenue with the right partners on this episode of The Allbound Podcast.

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Channel Management Essentials: How to Recruit & Retain the Right Partners

For those without a clear strategy, recruiting and retaining channel partners may seem like a gamble. After all, you don’t want to put in all the work to find partners, onboard them, and then lose them in three months.

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Why Partner Programs Are Great with Adrienne Coburn

Channel experts in your industry, role, and shoes, let you know why they think partner programs are great. Hear from the Channel Partner Manager of Uberflip, Adrienne Coburn, as our second featured channel expert on our video compilation of advice, views and anecdotes from experts in the channel. See previous featured guest,..

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Why Partner Programs Are Great with Jamie Shanks

So you want to know why partner programs are great? We could tell you a hundred reasons, and we have; here, here and here. But we want you to hear it from channel experts in your industries, in your roles, in your shoes. Hear from the CEO of Sales for Life, Jamie Shanks, as he kicks off our video compilation of advice, views..

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Successful Strategic Alliances: J.C. Penney and Sephora

Perhaps you’ve walked into the main level of a J.C. Penney recently and noticed something in the middle of the store that seems a bit off brand: the signature black and white stripes of another shopping mall staple, Sephora. As it turns out, J.C. Penney was missing a critical hook for its target demographic: fashion-forward..

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How to Encourage Your Channel Sales Partners to Use Social Media

It's hard to imagine a day going by—at home or at work—in which we don't interact with social media. Social media has become the primary way many people get news, seek out products, and register their enthusiasm (or disdain) for brands. And just as it's become critical for customer-facing businesses to have their social media..

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3 Tips for Forming Strategic Alliances That Stand the Test of Time

Alliances are by no means a novel concept in the world of sales. As companies grow, they often find themselves turning to partnerships to create mutually competitive advantages for both parties involved. However, the problem with partnerships is discerning whether they’re actually strategic or not.

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Content Engagement Average: The Channel Marketing KPI You're Probably Undervaluing

Content serves many purposes in channel marketing. However, customer engagement is arguably the primary component when developing a content strategy. Engagement informs you and your team that your content is relevant and that you are responding to your target audience’s needs and providing value.

Sound familiar? You’ve..

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3 Keys to Building Successful Strategic Alliances

Many businesses acknowledge the importance of joining forces and achieving a common goal. In fact, according to a recent study conducted by the CMO Council, 85 percent of respondents viewed strategic alliances as an essential or important component of business. However, these same respondents were unable to deliver on the..

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3 Ways That SaaS Companies Can Benefit From Strategic Alliances

When considering strategic alliances, it’s easy to come up with a bunch of retail partnerships that paid off in a big way. And that’s the point of the alliance: when people see or hear of one brand that stirs thoughts of the other. These strategic alliances work to both drive revenue and break into new markets.

But when ..

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A Perfect Match: How to Find Your Ideal Channel Sales Partners

As you set down the path to take advantage of the tremendous financial and brand-building benefits of channel sales, it’s easy to jump the gun. It’s not uncommon for those just embarking on putting their channel together, even those with impressive direct sales experience, to open the floodgates and start setting up every..

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How to Give Your Channel Partners the Right Resources to Spur Success

Recruiting and retaining the best channel partners is only the first step in your path to success. Providing your partners with the right resources, and ensuring that they receive support—from onboarding to training—is the only way to really ensure that you’ve established a mutually beneficial partnership.

Developing an..

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How to Maintain Brand Consistency Across Your Partner Sales Channel

If it isn’t already, brand consistency should be your primary concern in the channel, as far as content goes. Why? Because people buy from brands they trust. And the first step in garnering trust is maintaining brand integrity.

In the age of information (cue corny sci-fi theme music), organizations often use an exorbitant..

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The Channel Manager's Roadmap to The First 6 Months on The Job

Whether you’re brand new to a company, or are taking a new role at your existing employer, the first six months on the job are critical to building your personal brand. If you crush it, you’ll be able to leverage your success, even when things go wrong. However, if you botch things, it can be hard to recover.

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What is Channel Partner Collaboration?

So you’ve decided that using a partner network to boost your sales is the next logical step for your organization. Congratulations, young grasshopper—you’ve made a wise decision. But before you become a truly enlightened mantis, it’s best to understand how to best implement the network.

This brings us to the following..

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3 Ways to Know If You Need a Partner Sales Acceleration Tool

If you’re on the fence about using a partner sales acceleration tool, there’s a couple key things to consider. Before we begin though, keep in mind that PRM is dead as we know it. We’re no longer looking at partner relationship management, as we are at partner sales acceleration. You don’t want to stay at the same pace, you..

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Successful Strategic Alliances: 5 Examples of Companies Doing It Right

Just because two things don’t seem to go together at first, doesn’t mean they aren’t a great pair. At first glance, some companies may seem to not have much in common, but after a little closer look you might find some similarities—Customer bases with common interests, the ability to leverage one client pool with another, or..

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Get to Know Emilia D’Anzica, VP of Customer Engagement at WalkMe

Emilia D’Anzica, VP of Customer Engagement at WalkMe, is a frontrunner and thought leader in the customer success realm. Awarded a 2016 Stevie Award for Customer Service Department of the Year, as well as the 2015 Customer Success Heroes Award and the 2012 Jobvite Customer Award, Emilia has proven her ability to create,..

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Meet #AllStar Scott Salkin: Allbound CEO and Founder

At Allbound we’re more than just a software company. We’re a team of passionate individuals working together to change the way sales and marketing is accomplished in the channel. Our fearless leader is #AllStar CEO and Founder Scott Salkin, Allbound's Dallas Cowboy-loving, unicorn-believing, fraternal-twin-raising, idea..

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Get to Know Bubba Page, CEO and Founder of OUTRO

Meet CO:LLABORATE 2016 speaker, Bubba Page. Bubba Page is the Founder & CEO of OUTRO, where he is focused on helping businesses generate leads, find new employees, get introduced to investors and advisors, recruit volunteers and donors, and drive traffic to your app or website, all through trusted friends. He recently won..

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Meet #AllStar Ryan Sherman: Allbound Director of UX

At Allbound we’re more than just a software company. We’re a team of passionate individuals working together to change the way sales and marketing is accomplished in the channel. Our user experience champion is #AllStar Director of UX Ryan Sherman, our playlist-creating, kayak-paddling, master of software usability and..

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Meet #AllStar Matt Hensler: Allbound Director of Customer Success

At Allbound we’re more than just a software company. We’re a team of passionate individuals working together to change the way sales and marketing is accomplished in the channel. Our customer success leader is #AllStar Matt Hensler, Allbound’s strategy-driven, vanilla ice-cream-eating, checkered shirt-wearing deliverer of..

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5 Tips on Prospecting for Channel Partners Using LinkedIn

In the first quarter of 2016, LinkedIn had 433 million members. While this number is only expected to grow, it’s safe to say that the platform has become the primary social networking tool for businesses. Think that LinkedIn is a way to look for jobs and network with current and former co-workers? It is. But it’s so much more.

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Meet #AllStar Jessica Sanchez: Allbound Director of Content Services

At Allbound we’re more than just a software company. We’re a team of passionate individuals working together to change the way sales and marketing is accomplished in the channel. Our content services leader is #AllStar Jessica Sanchez, Allbound’s meme-generating, gif-sharing, emoji-abusing driver of team collaboration and..

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Meet #AllStar Jen Spencer: Allbound Director of Sales and Marketing

At Allbound we’re more than just a software company. We’re a team of passionate individuals working together to change the way sales and marketing is accomplished in the channel. Our sales and marketing leader is #AllStar Jen Spencer, Allbound’s community-loving, straight-talking, standard bearer of authenticity whose passion..

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Meet #AllStar Kyle Burnett: Allbound co-founder and CTO

At Allbound we’re more than just a software company. We’re a team of passionate individuals working together to change the way sales and marketing is accomplished in the channel. Our technology leader is #AllStar co-founder and CTO Kyle Burnett, a pick-up-truck-driving, t-shirt-wearing, animal-loving evangelist of simplicity,..

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How To Solve The Biggest Problems With Your Partner Sales Process

Within your partner sales process, you should be spending less time finding leads, and more time responding to specific questions. Customers are getting smarter, and that’s a good thing. In today’s distraction-filled world, the biggest problem with your partner sales process is getting the attention of today’s..

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SaaS and Channel Sales [Infographic]

Did you know SaaS is growing? Big time. SaaS revenue is predicted to reach $106 billion in 2016, a 21% increase over projected 2015 spending. Channel sales in SaaS companies is starting to grow some legs, and is allowing mutually beneficial partner relationships to progress both companies.

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Social Media and the Channel: Yay or Nay?

Social media. The great marketing buzzword of the decade. As a B2B supplier, should you develop a concrete social media strategy for your channel partners, or forego it for more traditional marketing methods?

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2016’s Hottest Sales & Marketing Predictions for the Channel

Every year, the brightest minds in sales and marketing predict the trends that will flourish over the course of the next 12-18 months.2013 was the year of “real-time” marketing and the fading out of “campaigns."

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The Growing Importance of Content Marketing in the Channel

According to Content Marketing Institute founder Joe Pulizzi, many companies in 2016 aren't going to master content marketing. Pulizzi says organizations are likely to "crash and burn" because they don't do content marketing right. At the same time, Owner Media Group CEO Chris Brogan says 2016 will be the year of content..

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Why Partner Sales Acceleration is the Future of the Channel

Why is partner sales acceleration the future of the channel? Because the buyer's journey has changed, and your customers are now the ones in control. The search for the "A" lead is over. With the customers in charge, they're the ones on the search, and they're looking for the "A" solutions provider. Make sure your direct..

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How to Build Brand Loyalty with Partners

 

The Loyalty Effect states that “Making loyalists out of 5% of customers would lead, on average, to an increased profit per customer of between 25% and 100%.

If such a small improvement in customer evangelism can so greatly impact your business, imagine how valuable the loyalty of your partners — your resellers,..

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Want Partner Loyalty? Start with the Channel Partner Wish List

I’ll start by telling you something you already know: most channel partners are supplier agnostic. And, since that’s the case, you, the supplier, must strive to foster partner loyalty to nurture and grow both your partners and your common customer base, and you can do so by harnessing the power of innovation and..

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Rallying Your Sales Channel Around Today's Customer

Research firm Gartner predicts that by 2020, customers will manage 85% of their interaction with the enterprise without interacting with a human.

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What Does Your Partner Onboarding Look Like?

Congratulations! You’ve gained a new partner. The hard work of procuring that partner is done and now it’s time to sit back and let the sales start pouring in, right? Sort of. First, you need to provide your partner with the tools and information to make selling efficient, and effective.

From campaigns and educational..

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