The Allbound Podcast: Create an Ecosystem; Don't Become a Commodity

Tim Harmon, Managing Director for Nuvello, joins me, Jen Spencer to discuss creating a channel ecosystem, the right time to start building a channel program and more on this episode of The Allbound Podcast.

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How Channel Partners Can Reduce Your SaaS Company's Churn Rate

It seems like cloud-deployed software-as-a-service (SaaS) solutions have become standard tools of the trade in almost every area of enterprise computing. The message seems obvious—if you can create the next big thing, SaaS is a potential gold mine.

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The Subscription Economy: Why Channel Sales Is Essential for SaaS

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 This misunderstanding is perhaps derived from an outdated report that relayed that only 23 percent of B2B SaaS vendors utilized a channel program,..

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The Allbound Podcast: Never Leave a Partner Stranded

Wendell Black, Vice President of Channels for Five9, joins me, Jen Spencer to discuss creating the optimal team to compete and win with the partner, prioritizing your partner needs, and more on this episode of The Allbound Podcast.

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Customer Service in the Channel: Do’s and Don'ts

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..

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Channel Diagnosis: How Healthy Is Your Channel Partner Program?

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..

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The Allbound Podcast: Sales and Marketing Alignment Can Make or Break your Channel

Jeanne Hopkins, Executive Vice President and Chief Marketing Officer for Ipswitch, joins me, Jen Spencer to discuss respecting partners’ time, the downfalls of un-aligned sales and marketing teams and more on this episode of The Allbound Podcast.

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Creating a Sales Compensation Plan That Motivates Your Channel

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,..

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5 Ways to Determine if a Reseller Program Is Right for Your Company


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..

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