How to Create Cross-Selling and Upselling Strategies for B2B Customers We all know it's far cheaper and easier to upsell an existing B2B customer than to generate new leads, but identifying upsell and cross-sell opportunities can be a challenge for partners. To find...

The channel has made significant strides in terms of diversity, equity, and inclusion (DEI) in recent years but still has a ways to go in terms of looking at business through a DEI lens.  This concept has been laid out pretty comprehensively in recent years. Real,...

Today’s solution providers must swiftly evolve their business models in response to the shifting buyer’s journeys. The dramatic increase in the number of digital touchpoints a prospect has is one of the major shifts in the buying process. A key component of your...

Hiring the right person for a job is no easy feat in any industry. When it comes to tech talent, in particular, strategic hiring is crucial. Historically considered a siloed activity, technology is now considered a vital business function, and strategic hiring is...

Starting a new channel program can be a daunting task. The great news is: you don't have to do it alone. We teamed up with Jim Frey, VP of Channel Sales at Kentik, to understand the steps he took to take the Kentik partner program from a one man show to an...

Written by Daniel Graff-Radford, CEO of Allbound, the partner preferred PRM (partner relationship management) company. According to the World Trade Association, over 75% of the world’s goods and services are sold through indirect channels. So, how do you get the...

You want to find and recruit channel partners who will elevate your brand awareness and continually expand their customer bases in order to drive new opportunities your way. This can be achieved through several web traffic drivers and offline efforts, such as email...