One entrepreneur who I follow ritually is David Cummings, the co-founder of Pardot who bootstrapped his way to one of the largest SaaS acquisitions in history when the business was purchased by ExactTarget (now part of Salesforce.com).
After rating your candidates, you must identify the right person at each company to speak to about a channel partnership. Your goal should be to schedule an introductory call with this individual. A brief, 15-minute conversation is all you need to set a partnership in motion.Read More
Your product is good and so are your people.Read More
We are excited to announce that Allbound has expanded into the European Union (EU), with an operational platform in Germany. Customers can choose to operate out of the US or Germany when implementing Allbound.Read More
Hello from Allbound! These are exciting times for us and I wanted to share our recent news with our loyal subscribers. I joined Allbound last quarter to prepare the company for rapid growth as we are scaling at an extremely rapid pace. Allbound tripled Annual Recurring Revenue (ARR) in 2017, with well over 100 customers now,..Read More
Allbound has been ranked among the top 16 B2B technology companies in Arizona—along with GoDaddy, Infusionsoft, and InfinityHR—in a list compiled by the world’s largest B2B software review website, G2 Crowd.Read More
In today’s subscription economy, software-as-a-service (SaaS) and the Cloud have become the accepted standard for most businesses as they build their technology infrastructure and software stacks. But even with global behemoths such as Salesforce leading the SaaS revolution, some business units are still taking notice of..Read More
As we enter the last couple weeks of 2017, we turn our focus to the future of channel sales. We’ve said it before; we’ll say it again. We’re in the new age of partner relationship management. Gone are the days of complex processes and disconnected legacy systems. Instead, the modern channel is all about collaboration and..Read More
As companies grow, they often find themselves looking to other companies to create new advantages. Strategic partnerships are mutual agreements in which companies establish objectives and goals to accomplish together. While this concept is by no means new to the world of sales, it’s important that partnerships are actually..Read More
At Allbound, we think it’s important to keep up with industry trends and news. That’s why we think looking to some of the biggest players from time to time is a great way to gain a snapshot of the industry. We’ve already mentioned the Hewlett-Packard and Disney strategic alliance—a partnership in which Disney relied heavily..Read More
Are you still referring to your sales tool as partner relationship management (PRM)? It’s time for a change. As we've discussed, old-school PRM died years ago. These were originally designed to help channel managers gain control over their partners. And what was once all that and a bag of chips in the 1990s deteriorated into..Read More
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..Read More
Consider partner communication one of the vital organs essential for survival in channel sales. Effective communication builds strong relationships with channel partners and improves productivity, which, in turn, drives sales numbers. And because business moves quicker than ever, your partner reps must always be kept in the..Read More
First off, congratulations on the new role! And if it’s your first time in channel management, welcome to an exciting industry. With a little planning and legwork, you should be able to transition into your new role in no time. Having a game plan for your first 90 days not only sets you up to flourish, it ensures that your..Read More
New to the world of channel sales? First off, welcome—and know that you’ve made a wise choice. As the world of sales continues its rapid evolution, you know it’s important to grow just as quickly. With this in mind, you’ve probably already started thinking about your next steps.Read More
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,..Read More
You’ve done your research to find and recruit channel sales partners. You’ve put in the effort to onboard them. And now you’re wondering if your efforts have paid off.Read More
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...Read More
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..Read More
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.Read More
Traditional partner relationship management (PRM) in theory was exceptional, in that it was designed to keep partner sales teams organized and productive. However, instead of providing a springboard for the bottom line, it became a graveyard for old data that was not so much an organized structure as disorderly chaos. In..Read More
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..Read More
What is sales acceleration technology? In case you missed it, it’s an expansion of sales enablement—a term that’s become as ambiguous as it is unsubstantial. According to a 2016 HubSpot sales enablement report subtitled An Expensive Failure, annual spending on sales enablement and sales training has risen past $66 billion - ..Read More
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,..Read More
Your sales and marketing teams use various tools and technologies. It’s a no-brainer. This combination of software products and technologies is called your stack. Ideally, the tools your team uses enables your entire organization, including your partner channel, to be effective. Your stack should empower partners, improve..Read More
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..Read More
Time is a valuable, but finite, resource. It’s also the easiest resource to waste. And many sales professionals may think that time is something that they never seem to have enough of. True, time is something we cannot control, but we can make the most of our time as sales professionals—and maximize both our efforts and our..Read More
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..Read More
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..Read More
We hate to break it to you: Your partners have priorities other than simply selling your product. As resellers for numerous brands, channel partners interface with numerous companies at any given time. And it goes without saying that partners prefer to interact with vendors that provide the path of least resistance.Read More
These days, software as a service (SaaS) isn't a far-out techie concept the way it may have seemed just a few years ago. It's a broadly accepted, widely adopted paradigm for software deployment and management in businesses of all sizes. In a surprisingly short period of time, it has changed the way people work, and it's also..Read More
What would you do with one more hour in your day?
An even better question is “How can you find ways to carve that additional hour or more out of your day?” A pretty simple way to give you that extra hour is to make some slight adjustments to how you work with your channel partners—changes that will only spur the success of..Read More
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..Read More
The total number of partners in your channel doesn’t reveal all that much. While this quantitative factor may be a confidence booster, it’s ultimately just that: a number. Instead, the actual determining factor for a successful channel is the number of partners that are actively engaged with your organization.Read More
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.Read More
More so than ever, the sales landscape is built on networks and relationships that enable companies and individuals to support each other to achieve strategic goals. Thanks to an increase in technology and tools, as well as a proverbial leveling of the playing field, channel partners can communicate, collaborate, and benefit..Read More
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..Read More
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.Read More
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.Read More
Onboarding is, inarguably, one of the most important steps in establishing channel partner relationships. The old idiom that first impressions are the most lasting is a cliché for a reason. A subpar partner onboarding experience can jeopardize a relationship before the honeymoon—and even worse, send a partner running for the..Read More
There are a ton of partner management software and tools out there purporting to be everything you need to rev up your partner relationships and turn your program into a revenue-generating giant. But not every piece of channel management software lives up to its promise.Read More
In the past, channel partners often focused on transactional activity. In fact, up to 85–90 percent of channel relationships were transactional a decade ago. These relationships did very little to inspire channel-vendor loyalty, very little to boost vendors’ products and brands, and very little to foster the customer..Read More
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.Read More
You’ve gotten your partner program out of the pilot stages. With high-quality partners working on your behalf and weaving your solution into the fabric of their clients’ enterprises in a way that is meeting their needs, the revenue is coming in—repeatedly—at a decent pace. But now you want to grow bigger. And the truth is..Read More
Negative churn. It’s music to the ears of any sales rep. It’s the veritable state of enlightenment for tech companies. It’s the holy grail of the software-as-a-service (SaaS) industry. While the word “negative” generally connotes, well, a not-so-positive experience, we can’t seem to find a more melodious SaaS term. It may..Read More
There was a time not so long ago when just having enough partners on your roster was enough to chalk up a channel program as a success, place it to the side, and let it manage itself while you directed your focus on other things. But that’s not how it works anymore. As prominent companies with robust channel programs can..Read More
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..Read More
A channel program is a big investment with the potential for a big payoff. But in order to see those returns, a channel manager can’t take a hands-off approach. Keeping an eye on the metrics to track how their channel partners are performing and taking action based on the numbers are necessary steps to channel success. And..Read More
Over the last several years, and especially since the onset of the “subscription-as-a-service” economy, we’ve seen an onslaught of new metrics and KPIs by which executives are tracking not only the growth of their business, but also just as importantly, the speed at which it’s growing. Why, you ask? Well, because revenue..Read More
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..Read More
Unfortunately, there’s no secret formula for creating a successful partner program. Other than hard work, grit, and determination, there’s not much we can offer in terms of fail-safe steps to success. What works for one company may be a disaster for another.
That said, there are certainly some steps you can follow to ensure..Read More
It can be a rough and confusing experience when, in the course of reviewing your channel performance statistics, you run into numbers telling you that, while your partner program has grown, your revenue hasn’t. The key performance indicators (KPIs) don’t lie—despite the number of partners you have on board and the number of..Read More
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,..Read More
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..Read More
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..Read More
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 ..Read More
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,..Read More
Whether you’ve just launched your channel partner program or you’ve had one in place for a while, there’s so much to do—so many different facets and relationships to manage—that the element that’s the farthest removed from your desk can start to feel like a distant abstraction. That part of the channel equation is your..Read More
Developing a successful partner program is easier said than done. In fact, recent research finds, while roughly one-third of businesses support indirect sales channels, not all companies excel at providing their channel partners with the right guidance, technology, and information to sell effectively.
If you cannot measure..Read More
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,..Read More
Whether you’re an established tech company launching a new product offering or a startup looking to penetrate a new market, navigating the B2B sales world is a complex undertaking… and these days, reaching an end user doesn’t always mean following a straight line.
For many organizations, developing a reseller program can..Read More
With all the news and data proliferating online about just how much channel partners can help a business grow and thrive in the subscription economy, it’s only natural to start wondering just how big of a role the partners should play in your business, no matter what you’re selling. Should it make up 10 percent of your..Read More
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.Read More
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..Read More
Boosting your sales department in any industry can be difficult. Add in a partner sales channel on top of those pre-existing sales hurdles, and you’ve got an even more difficult situation on your hands.
Like all problems, this too can be overcome by breaking down the individual steps to success.Read More
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..Read More
Buying a generic list of leads can seem like a great idea. After all, most if not all, of the heavy lifting is done already, and you just need to make sure that the leads are contacted and see the value of your product.Read More
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..Read More
You’ve implemented your channel partner sales program. Congratulations on the wise decision! If your foundation is in place, you’ve already defined partner types, identified personas, and mapped a partner journey for your partners.
Now comes the hard part: Scaling your partner program to expand top-line revenue in new..Read More
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..Read More
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..Read More
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..Read More
In today’s lightning-fast business world, both channel sales staff and channel marketers have plenty on their plates. So it can be all too easy for the sales and marketing staff at even the most dedicated partner to skip past your emails informing them that your latest training materials are now available. And that’s..Read More
We’ve said it before, and we’ll say it again: Managing channel partners is way different from managing your direct sales team. Instead of dealing with reps on a day-by-day basis, your interactions with channel partners are inherently different.Read More
One of my favorite things about business, and SaaS inparticular, is that the skills that distinguish a good executive running a steadily growing company from a great one running at hypergrowth depend well beyond basic product knowledge and strategic acumen. The exact same can be said about running a successful partner programRead More
Imagine the following three scenarios in which businesses succeed in opening new doors through indirect sales relationships.
A garden supply company expands its reach from primarily rural retail outlets to urban rooftop gardening professionals. A long-time computer monitor manufacturer suddenly finds itself breaking into the..Read More
It’s Monday morning at 10:12am, and like most Mondays, having wrapped-up our leadership meetings, I’m back to check emails. There’s something about the state of my inbox this morning, however, that has me a bit riled-up. Dirty, almost. I’ll start with a few subject lines:Read More
As sales executives or managers, you already know you’re in the business of people. Your customer—and their behavior—is the driving factor behind business.
However, it’s equally important to look inward and ask yourself: Are my people happy? Because at the end of the day, your internal team is responsible for driving..Read More
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..Read More
Earlier this week I got my first email from someone with the acronym D.Sc after their name — apparently, this is the new self-assigned suffix being used by folks who consider themselves to be Data Scientists.Read More
This post is part four of a six-part series. Want to start at the beginning? Here you go.
Aziz Ansari, in his book "Modern Romance," identifies how technology has changed the way that society dates. With the invention of online dating and subsequent apps, dating has now become convenient, fast, and in many ways efficient. If..Read More
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..Read More
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..Read More
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..Read More
One of the most obvious reasons businesses start building a channel program - whether with traditional VARs, referral partners, affiliates, and technology partners - is to extend their sales and marketing footprint into markets and geographies that they otherwise couldn’t cost-effectively reach. One of the most obvious ..Read More
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..Read More
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..Read More
This post is part two of a six-part series. Want to start at the beginning? Here you go.
Much like Aziz Ansari questioned in his book Modern Romance, it can be challenging for channel sales and marketing leaders today to know how to engage partners, choose the right ones and develop relationships in a market full of..Read More
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..Read More
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
If you are reading this, then you are most likely in sales (or smarketing). As you already know, keeping your pipeline filled with (qualified) prospects is no easy feat. It requires patience, practice, hard work, and definitely some innovation along the way. Add another layer to the equation and even more complexity when we..Read More
It is undeniable that technology has changed the way that humans interact with each other. Technology has infiltrated every aspect of life; personal, corporate, romantic, even how we act as consumers. The technology we currently have at hand, above all, facilitates convenience. Via mobile devices, I can now get my groceries..Read More
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.Read More
As you’re preparing to take advantage of the massively profitable opportunity that is indirect sales, you’re probably thinking about the types of tech investments you’ll need to make in order to get your channel program started. You’ve got email. You’ve got spreadsheet software. You may even have an internal communications..Read More
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..Read More
Account Based Marketing (or Account Based Everything, if you subscribe to Jon Miller’s view of the world) is an industry hot topic. So hot..Read More
What’s in a name? In sales, the answer is: a lot. The terminology we choose to describe the sales tools we use can set the tone for how we think of them, how we use them and how often we engage them to meet our daily needs and whether. In the channel, the same be said of the tools we use to empower our channel partners. For..Read More
One size does not fit all.
And when implementing the right fit channel sales platform, this adage is paramount.
Not all companies operate the same, employ the same sales strategies or marketing techniques, or thrive in harmonious employee culture alignment. Layered in between objectives, needs, and budgets are technology..Read More
Artificial intelligence is growing at a very rapid pace. Imagine back five or ten years, when cellphones were nothing compared to what they are today. Technology is outpacing our abilities to use it to its extent, and as a whole we’re playing catch-up.
What that means for us in the channel is that we need to stay up to speed..Read More
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..Read More
As technology becomes increasingly intelligent, more and more business processes and procedures are automated. From marketing to sales, many companies rely on “smart” tools and technology to streamline tedious tasks and make day-to-day operations even easier.Read More
When searching for your first channel partner, it’s important to make well-informed decisions. It comes down to two crucial components: gaining knowledge, and evaluating the potential channel partner to determine if they meet your criteria for partnership. That means you need to know what questions to ask, and what areas of..Read More
When you think of Dell, what comes to mind? As a kid growing up in Texas, Dell and its iconic CEO were encouraging reminders that success and innovation could grow in the Lone Star State. Michael Dell was our Bill Gates. So much so that in 1991, our family never dared to consider any brand other than Dell when purchasing our..Read More
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..Read More
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..Read More
Allbound loves inviting guest authors to contribute to our Partner Sales Acceleration conversation, and today’s blog post is from Mike Weir, Vertical Director - Technology Industry at LinkedIn.
In today’s marketplace, VARs have the opportunity, and requirement, to create a brand and reputation that stands out and shows the..Read More
Success. In business, it typically boils down to one fairly simple equation: does revenue exceed expenses? In SaaS? Well, that’s not always the case. Sure, SaaS companies are still ultimately driven to become profitable - but the timeline, requirements and tactics to do so are extremely unique in comparison to more..Read More
We can often learn a lot by taking a look at how another company operates its channel partner program. That program can be in a similar industry to our own, or something completely different, because every channel partner program shares the common goal of reaching out to a wider prospect base than would otherwise be possible..Read More
Account Based Marketing can be a bit of a paradox. On its face, ABM is designed to leverage technology to help your organization scale. At the same time,..Read More
Given their huge footprint in the market these days, when you think sales solutions, you probably think Salesforce. So when you hear about a partner acceleration package like Allbound, there is a natural tendency to assume that your options are one or the other, and that the big name is the one to go with.Read More
Sales; a never ending grind toward incredible payouts and recognition.
As leaders, we have different motivators, but same goal – EXCEED quota, heck sometimes just GET to quota.
How do we achieve this? Sure there are great strategies for direct sales efforts, but what about indirect sales efforts like partner programs?Read More
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..Read More
A few years ago, based on a friend’s recommendation, I set out to read what would turn out to be one of my all-time favorite business books - The 10X Rule, by Grant Cardone. In short, 10X suffices to the idea every project you do will likely take 10 times more time, energy, money, and effort than assumed. So, go ahead set..Read More
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.Read More
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,..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
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.Read More
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..Read More
The more time we spend building Allbound — the company, the approach and the platform — the more we learn about the very channel we’re working so hard to revolutionize. The innovators, the resellers, the service providers, the consultants and vendors. Good and bad. Past, present and, most importantly, future.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
The United States just wrapped up the most successful Olympic games in history with 121 medals and numerous records. If you are like me, you..Read More
New to the partner sales acceleration world? Welcome to the next best thing since sliced bread. While many may have written the term, “sales acceleration” off as a buzzword, we think it’s here to stay (Just like sliced bread! I mean, really, what company doesn’t want to speed up the sales process? If that company exists, I..Read More
There’s a lot of talk in the industry about channel strategy for subscription-based SaaS and cloud business models. Some argue that they must include a partner sales strategy to truly scale efficiently. Others aren’t so sure. One thing everyone does agree on: the traditional channel models and old-school, complex frameworks..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
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..Read More
With a partner sales staff and distribution network that’s spread out around the country (or even el mundo entero), you know the true value of having information easily available to your partners. Equally valuable, sales acceleration tools can pay back great dividends when used properly. But this relies on proper use by both..Read More
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.Read More
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,..Read More
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..Read More
“Those who make the worst use of their time are the first to complain of its brevity.” ― Jean de La Bruyèr, Les CaractèresTime...(I think this sentence is best thought of coming out of the mouth of the priest in Princess Bride, just substitute time for mawageand be sure to pronounce it tamme! Sorry for wasting time, I..Read More
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..Read More
There’s been a ton of chatter about bubbles lately. Tech bubbles. SaaS bubbles. Marketing bubbles. Stock bubbles. Housing bubbles. A lot of people are really hoping there’s a PokemonGo bubble.Read More
Using gamification in sales has long been a way to motivate direct sales reps. But with the diverse locations between channel partners, there are some additional challenges to making sure that sales games are effective. Ideally, you want to make sure that you are encouraging behavior and fostering good habits that can lead..Read More
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..Read More
Want to know what gets a certain SaaS CEO excited these days (other than MRR, of course)? Let’s start with the growing number of great thought leadership articles touting the mounting importance of reseller channels and partner programs WITHIN SaaS - by some well known venture capitalists, nonetheless! Case in point - ..Read More
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,..Read More
The sales contest. It’s probably the oldest trick in the book. And on the surface, gamification may seem nothing more than a gimmicky buzzword that accomplishes about the same goals as your average contest.
So what’s the big deal? Well, in the past several years some corporate giants—Comcast, PayPal, Black & Decker, to name..Read More
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..Read More
Every now and then, you experience something that gives you an almost surreal flashback — the kind where you can hear or feel or even smell or taste a past moment in time. Take me, for exmple. Every time "Ice Ice Baby" plays on my Spotify feed, I can hear and see and smell the team bus from my junior high football days.Read More
You’re always looking for ways to optimize your partner’s sales efficiency. And sure, you facilitate success between your company and its partners. However, you’re equally invested in managing your partner sales productivity.Conceptually, channel sales enablement is pretty simple, right? It’s about ensuring partner reps are..Read More
It’s a common misconception that channel partners automatically create demand for the product they are selling. While this is certainly the end goal, channel partners must be empowered to represent the interests and future of your brand.
You probably already know that partnerships are the core of your success. Likewise, you..Read More
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..Read More
Throughout my years in tech sales and marketing — and business in general, for that matter — perhaps the most fulfilling aspect of the journey has been the amazing people I’ve met, many (if not all) of whom have been laser-focused on solving very complex challenges, oftentimes even resuscitating old or broken business systems..Read More
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..Read More
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..Read More
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..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
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..Read More
It goes without saying that the fundamental character trait for a top-performing sales rep is motivation. Ambition, drive, determination: Call it what you will. But at the end of the day, your channel sales reps have to overcome countless hurdles and obstacles’ with a smile on their face and a deep-rooted desire to succeed...Read More
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.Read More
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..Read More
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..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
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..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
Today, as we say goodbye to one who was both a friend and nemesis, it’s only fitting that we start by remembering the good. A child of the 90’s, PRM was “all that and a bag of chips” when business professionals first laid eyes on it. Finally, channel sales and marketing leaders could get their hands on real software built..Read More
The perpetual Friday afternoon traffic jam. If you live in any major city, and even most smaller ones, you undoubtedly know what I’m referring to. By 4pm, you’re mentally preparing yourself for the onramps, red lights, fender benders, tailgaters, speed traps, construction zones, road debris, and all the other roadblocks and..Read More
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,..Read More
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..Read More
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.Read More
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..Read More
Today is the age of extreme digital businesses. All roles from support and accounting, to sales and marketing, are armed with..Read More
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.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
I hate it when people say “I don’t watch a lot of TV.” Trust me, I’m not that important. But with two-year-old twins at home and a two-year-old SaaS company growing like wildfire, I’m just going to say it and live with the consequences:Read More
Every sales team has those one or two people who were probably captain of the team or squad in high school. These folks have just a bit more..Read More
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?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
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:Read More
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."Read More
While social media is quite possibly one of the most often used marketing tools, it is also often overlooked as a sales tool, especially for the channel. Even if your marketing practices are sound, consumers are likely to turn to social media to do their final research before choosing a company to work with, and your team..Read More
Every December, industry experts and analysts share insights into the coming year’s predictions for the channel and almost every year they stress the need for partners to evolve from being resellers to solution providers. According to Darren Bibby, program vice president for channels and alliances research at IDC, suppliers..Read More
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..Read More
Occasionally Allbound invites guest bloggers to contribute to our Partner Sales Acceleration conversation, and today’s blog post is from Gina Batali-Brooks, founder of Is Inspired.Read More
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..Read More
In a time when many consumers are starting to push back against the disingenuous and fluffy nature of some social media, digital tools that modernize old-fashioned, face-to-face interactions are gaining popularity as a way for companies to stay down-to-earth and genuine. A new trend of live streaming apps like Periscope, BlabRead More
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..Read More
Allbound loves inviting guest authors to contribute to our Partner Sales Acceleration conversation, and today’s blog post is from Nikki Nixon Marketing Manager for Terminus, a rapidly growing account-based marketing technology platform.
In the age of automation where marketers and sellers are trying to do more with less time..Read More
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?Read More
For channel marketers, last year was all about optimizing for mobile. The year before, the focus was on coaching channel partners to better achieve sales success. With each passing year, new trends are identified and new lessons learned.
For 2016, the name of the..Read More
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..Read More
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,..Read More
One of the most enduring and contended challenges for organizations with indirect sales channels is the data and metrics used to measure channel performance. What metrics really matter? What don’t? Which vendors do we believe? And, is this really so complex that we need a scientist to make it meaningful?Read More
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..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
Allbound loves inviting guest authors to contribute to our Partner Sales Acceleration conversation, and today’s blog post is from Jill Fratianne, Channel Account Manager of the HubSpot Partner Program.
Having worked at HubSpot for the last 6 years, I have had the unique experience of watching us grow from a startup to a..Read More
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?Read More
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..Read More
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..Read More
Jamaica does look nice ... but that's not what it's about.
Building brand loyalty in the channel these days requires a much more robust and hands-on formula for success when compared to yesteryear’s practice of more emails, more telemarketing campaigns, more swag and sexier incentive programs. In other words, like most modern..Read More
It is often said that nothing happens until someone sells something. When it comes to indirect sales and channel partners it could also be..Read More
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..Read More
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..Read More
When you think of channel partners, what's the first thing that comes to mind?
What's missing from this list? Channel partner loyalty.
Your organization can master partner loyalty with "the loyalty effect." Originally..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
Research firm Gartner predicts that by 2020, customers will manage 85% of their interaction with the enterprise without interacting with a human.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
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.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
One of the first jobs I ever had was following up with inbound sales leads, and to this day, I’m still convinced that inbound sales is..Read More
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.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
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..Read More
Your customers are your greatest marketing resource. If you can demonstrate that your customers' successes are due in part to your services and that others can be as successful with your help, you can easily build a strong new customer base. A great way to reach out to potential new clients is through customer stories.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
It amazes me that as marketers, we’re typically not only the best curators of filters, buzzwords and bloated vernacular (pun intended), but also the most likely to buy into the very buzz we create. For example…
Which of these are real and..Read More
Buyer behavior has changed, marketing strategies have changed … has your sales cycle?
The power of the information age has changed the..Read More
If you attended Sales Hacker's SalesStack conference this past fall, you got a glimpse into the growing world of B2B sales and marketing (sMarketing) technologies that are inundating the marketplace. In their January 2015 "Supergraphic," ChiefMarTec.com counted 1,876 vendors represented across 43 categories - nearly double..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
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..Read More
The last decade has brought more change and innovation to sales and marketing than any other time in history – including the advent of television. But at the end of the day, what’s really changed most is the connection points that unite buyers and sellers. In today’s world, with the overwhelming amount of content available..Read More
Occasionally Allbound invites guest bloggers to contribute to our Partner Sales Acceleration conversation, and today’s blog post is from Brian Jambor, Director of the Certified Partner Program at Yodle. Does the phrase "What have you done for me lately" sound familiar? Many sales executives, channel managers and even..Read More
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..Read More
channel noun chan·nel \ˈcha-nəl\ A strait or narrow sea between two close landmasses; a means of communication or expression as (1) : a single path along which information passes (2): a fixed or official course of communication.
One very cool benefit of being headquartered here in Phoenix is our proximity to Avnet, one of..Read More
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..Read More
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.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
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...Read More
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..Read More
“If you are marketing technology, you are either: disrupting an existing category, creating a new category—or you’re at the wrong company” — Anthony Kennada, Gainsight VP of Marketing.Read More
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..Read More
So often we design things for ourselves. It’s natural. But it doesn’t always create the best results because we aren’t our target users.Read More
Unicorns. They're all the chatter, right? Heck, I even bought a high-gloss, gold-covered paper mâché unicorn head for our office conference room a few weeks ago to give the team a nice Monday chuckle.Read More
Unless you’re a part of Arizona’s red-hot (no pun intended) startup ecosystem, chances are you had no idea that the most money in the country in a technology commercialization challenge is awarded right here.Read More
User Experience has been a bit of a ubiquitous term that people tend to throw around. Most people are onboard with the idea of good user experience (UX), but often times people don’t really stop to think about what that means.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
Most of the time we never pay much attention to how something is made. Sure, we might wonder if it’s recyclable or BPA free. Maybe we dig a bit deeper and find out if it was made in an environmentally-friendly manner, or the workers were paid a fair wage.Read More
When teaching my systems design at Grand Canyon University recently, we got into a conversation about acronyms. There’s a lot in our world, and sometimes we get a little sloppy and liberal with them, using them freely and assuming others know what they mean. A student asked about UI vs. UX; a great question as they are used..Read More
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.Read More
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..Read More
Can content marketing work in an indirect sales environment? It sure can.Read More
When resourced correctly, your channel partners can help you build brand potency. What is brand potency?Read More
I won’t be offering any Earth-shattering news today by telling you that salespeople are motivated by money and other rewards.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
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..Read More
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..Read More
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.Read More
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.Read More
Lightning. That’s about all anyone in sales, marketing and tech can talk about today. And no, they’re not talking about the weather, unless you consider the thunderstorm of UI greatness that is resonating from our friends over at Salesforce. Didn’t hear the news? According to Forbes, “Salesforce Gives Its Core Sales Platform..Read More
Okay. Let’s have a serious chat about your channel and data. I’m going to sum it up in two words:Read More
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.Read More
There are three words you’ve heard from me over and over again: partner sales acceleration.
While I’m not even close to being done sharing this message about how companies should be (and can be) closing more business through their channel partners by driving behaviors, creating engagement, building knowledge, and increasing..Read More
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.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
Last Fall, Allbound was selected to join Acceleprise, a San Francisco accelerator program for enterprise software-as-a-service (SaaS) solutions, supported by Salesforce.com, Box.com and Silicon Valley Bank.
Suddenly, I was face-to-face with CEOs and leading executives from companies like Zuora, Gainsight, Box, Salesforce,..Read More
Since Allbound is a Partner Sales Acceleration Platform, it would only make sense that we feature someone from our own partner channel in the growing Confessions of a Channel Marketer blog series.Read More
Remember when Integrated Marketing Communication (IMC) was the biggest thing to hit marketing? And then...websites, email, websitesagain, marketing automation, inbound marketing and of course social media?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
If you’re like me, your most productive hours are outside of the office, minus distractions. It could be a coffee shop. A co-working spot. Maybe the airport. Now think to yourself – what kind of devices do you see?Read More
Welcome to another installment of Confessions of a Channel Marketer where we explore what works and whatshould get fixed in channel sales and marketing. If this is your first exposure to the series, make sure you check out the inaugural post with Allbound’s Director of Customer Success. As it turns out, there is not shortage..Read More
It’s still vivid. The moment my wife and I recited our vows nearly five years ago on a quiet, private beach in Cabo San Lucas, Mexico. It was our past, present and future coming together as a pledge of allegiance to one another. We were no longer individuals. Now we had the power and promise of each other. We had a..Read More
Every sales and marketing professional trying to sell through indirect sales partners has asked the question,“Why isn’t this partner selling more of our stuff?” You have a good product, the market need is there, and your company is comping partners quite generously. So what’s the problem?
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
The hunt for the coveted “A” lead. It can be dangerous. It can fracture an organization, even bankrupt it. It can misalign sales and marketing. It can leave a marketing team bruised and battered, and without confidence. And it can leave a sales team endlessly disappointed.
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
If you've heard me speak at B2B and channel marketing events, you may have heard me say thatno one chooses B2B marketing, B2B marketing chooses you.Read More
Analysts say 2015 is the year of sales automation and machine intelligence. But with innovation now commonplace, why has so little been applied to channel sales and marketing?
If you sell through partners, resellers, agents, brokers, franchises or other indirect sales channels, and are frustrated by the same systemic issues..Read More
Following three months of build-up and preparation, today marked our first opportunity to pitch the Allbound storyand vision in front of a truly impressive group of 150+ Silicon Valley venture capitalists and angels at the Acceleprise San Francisco Demo Day.Read More
See how Allbound is more than just software. It's an agency of change, and it's going to fundamentally change the way you do business.Read More