Direct vs. Indirect: 4 Factors for Determining the Right Revenue Ratio

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..

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How to Use Buyer Personas to Grow Your Channel Sales

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.

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The Allbound Podcast: Growing a Referral Partner Program

Joe Durfey, Director Strategic Partnerships at Grow, joins me to discuss how to create and maintain successful referral partner relationships, the importance of content in the partner channel, and more on this episode of The Allbound Podcast.

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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 Accelerate Your SaaS Channel Sales in 5 Steps

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.

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5 Ways to Ensure Effective Channel Management vs. Micromanaging

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..

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The Allbound Podcast: How to Build an Agency Partner Program; Add Some Video

Dee Dee de Kenessey, Agency Partner Program Manager at Wistia, joins me on The Allbound Podcast to discuss the why behind creating a partner agency program, owning the customer relationship, and divvying up valuable time between partners.

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Why Purchasing Lead Lists for Your Channel Is a Dangerous Idea

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.

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How to Manage a Channel Sales Team Without Pissing Off Your Direct Reps

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..

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