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Time is money in the world of business, as any organization is well aware. This is particularly true when you’re trying to close a deal, which is why shortening the sales cycle is a consistent top priority.
Nothing is for certain until the deal is done. The time it takes to close varies but, on average, 75% of B2B companies take at least four months to win a new customer.
Shortening that timespan can help increase revenue and grow the company’s customer base faster by giving teams time back in their day to pursue new opportunities. Of course it’s something all organizations want to accomplish!
Strategically focusing on partnerships can be one of the best ways to speed up the sales process. Leveraging the strengths and resources of partners helps to effectively close deals in a short period of time and generate more business.
In fact, we’ve seen customers prioritize their partnerships and achieve a 61% shorter channel sales cycle on average with channel partner sales strategies. Here’s how.
Shorten the Sales Cycle: Top 5 Channel Partner Strategies
Partnerships are powerful in a number of ways, from helping you expand your reach to generating leads. Prioritizing partnerships is good for overall business success but, if you’re looking to shorten the sales cycle specifically, consider these strategies first:
1
Choose & Train the Right Partners
Start by thinking about what types of partners will best help you achieve your goals. The right people in the right roles really is foundational to success.
Your partner types could include, for example:
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Referral partners
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Reseller partners
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Alliance partners
For companies first starting out, resellers and referral partners are usually the first ones added. In fact, you may already even have these types of partners out there singing your praises and talking about your solutions long before you formalize your channel sales program.
In order to shorten the sales cycle with the help of your partners, it’s critical to make sure that your partners are fully invested in their relationship with you. They should truly believe in your solution and your partnership – that goes a long way in going out and addressing new market opportunities together.
You also want them to fully understand your solution. A partner will struggle to sell if they don’t really know what it is they’re selling. It simply won’t come across as genuine. This is especially true for technology partners or value-added partners.
From there, think about how to set your partners up for successful selling. Partner onboarding and training is critical for the long term success of your partnerships.
In some cases, that may mean a relatively straightforward onboarding process and overview of your product. In other cases, it may involve a more comprehensive technology certification process.
Either way, a strategic educational program streamlines the process, making it faster for partners to get up to speed and start selling.
We surveyed our customers and found that using a PRM system to manage partnerships meant that:
Partner recruitment is
48% faster
Partner training is
63% faster
2
Make it Easy for Partners To Do Business
In the world of partnerships, there are often many potential partners to choose from. You are likely not the only organization your prospective partner is considering. But you can be the one who’s easier to work with by using the right tools and setting up streamlined processes.
The easier it is to sell your product or service, the more likely a partner is to succeed, and the faster that sales cycle will go. You can make it easier for partners to do business with you by leveraging automation to make the sales process a smooth, seamless operation.
For example, housing all your training and marketing materials in one repository means your partners know where to go when they need something. Take stock of your resources with regular content audits and make sure to offer a robust selection of sales enablement tools.
Resources for partners that can help accelerate the sales process can include, for example:
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Templates
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Case studies
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Product demos
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Sales decks
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Playbooks
Another way to facilitate partner selling is giving them visibility into each stage of the deal. Accessing this information gives them the ability to work independently, saving them time and increasing trust in the relationship. A PRM system can automate these reports and communication, improving satisfaction and leading toward increased sales.
When we asked our customers how they use a PRM system in our recent survey, they told us that it allowed them to:
Register deals
76% faster
Locate and share information about deal stages
58% faster
3
Streamline Incentives To Encourage Sales
Incentives can be extremely motivating for partners who feel recognized and rewarded for their hard work. As such, the right rewards can be a powerful tool to drive specific behavior in your partner ecosystem which will ultimately drive more business and reduce the sales cycle.
Look for opportunities for growth from partnerships where an incentive program would provide right encouragement and take a strategic approach to streamlining those rewards.
Some of the most popular types of incentives include:
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Discounts
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Gifts (physical or virtual, e.g., gift cards)
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Increased partner commissions
Tie incentives and rewards to specific achievements you want partners to reach. For example, that might be completing onboarding or training modules, reaching a new partnership tier, or hitting a sales target.
In addition to rewarding desirable outcomes, incentives can also be a valuable way of helping support your highest performing partners. An active, engaged partner who’s given additional market development funds, for instance, can put the resources towards initiatives that drive leads – a win for both parties.
4
Foster Alignment With Your Sales Team
Alignment between sales and partnerships helps keep everything running smoothly and shortens sales cycles. But sometimes getting everyone on the same page can be easier said than done.
Thankfully, there are a couple of ways to approach this.
At the leadership level of the sales department, focus on showcasing how the two teams can work together for better results. This is where hard data can really elevate your overall narrative and drive home the quantitative impact of partnerships.
Metrics like partner engagement and activation are important leading indicators of success and should definitely be something you’re watching. But when it comes to winning over the sales team, put that department’s priorities at the forefront.
Share metrics like:
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Active partner pipeline value
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Partner-driven revenue
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Average close time
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Customer retention and renewal rates
Likewise, identify their pain points to identify tangible ways your partner program can support their initiatives. Is there a team struggling to generate leads? Spending too much time prospecting? Losing clients to competitors? Understanding the challenges the sales department faces goes a long way in pinpointing the specific ways your team can help shorten the sales cycle.
You can also build alignment on a more one-to-one basis by working with individual sales reps. Figure out what their goals and roadblocks are. Then, work closely with them to help tackle these challenges with the help of partners. It only takes a few advocates to sway overall sentiment. And once sales and partnerships are working hand-in-hand, the entire sales process – both channel sales and direct sales – can run more smoothly.
5
Streamline the Lead Distribution and Deal Registration Process
Channel conflict can be like molasses, sticking to everything it touches and leaving a mess in its wake. If unsolved, those disagreements and stickpoints become a time suck that slow down sales.
So, it’s important to keep on top of possible friction points from the get-go.
Some of the most significant sources of channel conflict are due to ineffective lead and deal management. If two partners are competing for the same deal or pursuing the same lead, for example, it can cause replication efforts and slow down the sales process. (Not to mention the bad feelings that arise!)
One of the best ways to manage this is by using a PRM system with lead distribution and deal registration capabilities. Look for features like:
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Real time updates about a lead’s progress
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Integration with your CRM to mirror changes in deal statuses
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Trigger-based notifications about deal updates
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Customizable deal registration forms
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Automated communication and processes
Don’t forget about the relational aspects of building solid partnerships. Prioritizing your partners also means prioritizing clear communication, transparency and fairness. Invest in your partners through training programs, co-marketing initiatives and educational opportunities to both show how much you value them and help them achieve their – and your – goals.
Success Story: Why Incorta Doubled Down on Partners
As an example of what successfully prioritizing partnerships looks like in practice, we spoke with Steve Walden, Executive Vice President Business Development and Strategy at Incorta on our podcast recently.
The company’s list of recent accomplishments is long: They made the Gartner Magic Quadrant for B.I. They were recognized as one of Inc. Magazine’s Best Workplaces, they raised $120 million in Series D Funding in 2021 and were recognized as a DBTA 100 Companies That Matter Most in Data for 2022.
In short, they’re killing it.
Walden pointed to the company transitioning its business model to be more partner focused as a significant factor behind this success.
joined the company in October of [2021], and that was when we really started to accelerate this transition into our partner channel … partners today represent nearly half of all of our new business,
Steve Walden
Executive Vice President Business Development and Strategy at Incorta
Incorta did have partners who were helping spread the word about the company’s technology prior to Walden joining, but it wasn’t the formalized program it currently is.
“The real catalyst for creating a program was to create some structure so that everybody was really clear about what it was that we were doing and why,” Walden said.
“As a result, we’ve signed up tons of new partners, which requires us to obviously figure out better ways to scale.”
Incorta took a high level strategy to each partner type and invested in their relationships. They ran a partner bootcamp, launched a partner portal and made an all-in commitment to partnership.
“[Partnerships] are a way to be able to keep your own organizations as lean as possible and still continue to drive both the behaviors of increased sales and great customer satisfaction,” Walden said.
Hear more about what Incorta did to see success with partnerships
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Over the past few decades, effectively leveraging technology is no longer just an advantage but has become table stakes. As a result, most SMBs have begun working with managed service...
The Partner Channel Podcast | Season 2, Episode 23
On this episode of the Partner Channel Podcast, host Tori Barlow had a chance to talk with Kyle Schroeder, VP of Global Partnerships at Movable Ink. They discuss the steps...
How Channel Partners Can Help Your Company Weather Inflation in EMEA Markets
Turn on the news, and you are bound to repeatedly encounter one word: inflation. In July 2022, UK inflation reached 10.1% with many other European nations facing similarly distressing numbers....
The Partner Channel Podcast | Season 2, Episode 22
This week on the Partner Channel Podcast, Krish Ramachandran of CleverTap took a seat and had a chat with Tori Barlow, the VP of Marketing at Allbound. Together they talk...
The Ultimate Guide to Partner Relationship Management
Partner relationship management refers to the acquisition, retention, and support of sales partners, commonly in fields like IT and SaaS. Industry insiders use the acronym PRM almost exclusively to describe...
Why I Chose Allbound – Jenna Hanington
Allbound has always placed high priority on our partners and customers, with the goal of providing the best possible experience that will contribute to their own successes. Now, we’re showing...
The Partner Channel Podcast | Season 2, Episode 21
For our Wednesday episode this week, host Tori Barlow sits down with Will Taylor, Head of Partnerships at PartnerHacker. They discuss the baseline for breaking into partnerships and the steps...
Channel Partner Recruitment Best Practices + Common Mistakes
Partner recruitment will continuously occur throughout the life of your channel program, so it’s essential to learn best practices and understand common pitfalls. In this article, we’ll review our idea...
6 Takeaways from Catalyst 2022
Last week, the Allbound team attended the first annual Catalyst conference in Miami Beach. This two-day event was a true testament to how incredible the partnerships community is. Over 400...
The Partner Channel Podcast | Season 2, Episode 20
Join host Tori Barlow, VP of Marketing at Allbound, as she talks with Samantha Cartwright, VP of Strategic Alliances at vFunction. They discuss the impacts of the economic downturn on...
Why I Chose Allbound – Rachel Ward
Allbound has always placed high priority on our partners and customers, with the goal of providing the best possible experience that will contribute to their own successes. Now, we’re showing...
The Enthusiasm Tells a Story – Meshach’s Insight into Mentoring
“Absolutely” is Meshach’s favourite word, as he is enthused about the product and is passionate about the company and the team. “As partners may be working with your competitors, are...
Channel Partner Experience (PX): How to Measure and Improve
Delivering an outstanding customer experience has always been top of mind for businesses. And, increasingly, that mindset of creating an individualized, memorable experience is making its way over to channel...
The Partner Channel Podcast | Season 2, Episode 19
Host Tori Barlow, VP of Marketing at Allbound is joined by Aleksi Mattlar, Manager of Partner Success at Vena Solutions. They come together to discuss his contributions to Vena Solutions...
The Partner Channel Podcast | Season 2, Episode 18
In this episode, host Tori Barlow, VP of Marketing at Allbound, had the opportunity to talk with Ken Chez, Team Manager of Networking & Security Supplier Alliances at Arrow. Together...
The Partner Channel Podcast | Season 2, Episode 17
For our final episode of the week, Tori Barlow, VP of Marketing at Allbound talks with Steve Walden, Executive Vice President Business Development and Strategy at Incorta. Together they discuss...
Examples Partner Programs – A Peek Under the Hood of Six Channels
part·ner·ship noun – a business strategy where two or more companies come together to sell their products or services jointly. These organizations combine resources, promotion efforts, and share profit.When starting...
Partner Integration Strategies To Scale and Grow
If you use any major SaaS product – like HubSpot, Zoom, Google Workspace – then you’ve most likely experienced tech partnerships and integrations from the customer side. Scheduling a Zoom...
The Partner Channel Podcast | Season 2, Episode 15
Just in case you missed our webinar last week, we formatted the recording into a special BONUS episode of the Partner Channel Podcast. In a time of economic uncertainty, securing...
The Partner Channel Podcast | Season 2, Episode 16
Join Tori Barlow, VP of Marketing at Allbound and Daniel Lancioni, Global Senior Director Partnerships at Reveal. Together they talk about incentivizing partners to increase engagement and how partnerships will...
Channel Consulting: Strategies & Our Top Picks (Bonus: Free Vendor Vetting Sheet)
Channel consultants have been around for decades, helping organizations succeed through channel sales. These professionals work with your team to help you optimize your channel go-to-market strategy and ongoing channel...
How to Secure Channel Budget for 2024
It may feel like we celebrated New Year last month, but it’s already time to start planning for 2023! (Cue the saying: time flies when you’re having fun.) In a...
The Partner Channel Podcast | Season 2, Episode 14
For this week’s second episode, host Tori Barlow sits down with Katie Landaal, SVP of Corporate Strategy at Sales Impact Academy. Together, they talk about developing a partner ecosystem and...
The Partner Channel Podcast | Season 2, Episode 13
Take a seat with host Tori Barlow, VP of Marketing at Allbound, as she chats with Nik Sanghavi of Caspio. Together they talk all things identifying your IPP, and what...
The Secret to Partner Retention: Treating your Partners like Customers
We all work hard to gain and retain customers; with marketing by building out the brand, messaging, campaigns, and metrics. We build “Customer success” teams who drive the implementation and...
Value-Added Resellers: A Guide to Working With VARs
Variety is the spice of life and, in the channel sales world, there is plenty of variety when it comes to different types of partners. From referrals to tech alliances...
Adding Partner Types to Your Channel Sales Program
Once the groundwork is laid for your partner program, what’s the next step? Whether your program is taking off or you’re struggling to hit certain goals, evaluating the types of...
The Partner Channel Podcast | Season 2, Episode 12
For our Monday episode this week, Tori Barlow, VP of Marketing at Allbound, had the opportunity to chat with Martin Scholz, the Co-Founder of PXP Consult. Together they talk recruiting...
Building a channel Partner Go To Market (GTM) Guide
You’ve built the foundation for a strong partner program – you have executive buy-in, you’ve created your standard operating procedures and you’re starting to bring in partners. What’s the next...
Building Relationships and Establishing Rapport
In the final episode of our 2022 Women in Channel Summer Series, sit down with Dawn Marie Elder as she speaks on the art of building internal and external relationships,...
Here’s How to Become a Channel Partner (And Why You Should)
While becoming a channel partner provides various benefits, let’s explore the top value drivers available to tech companies participating in another’s program. Leverage Another’s Products and Assets to Enrich Your...
How to Understand What Your Partners Want from a Portal (Survey Template)
What to ask your partners, before adopting tools and technologies to improve partnering efficiency. Are you considering adopting tools to help scale and manage your channel? Are you and your...
Announcing our $43M majority investment: a letter from the CEO
Over the last 20 years that I have worked in the software world, I have experienced a lot of success and a lot of hard lessons selling products with and...
What to Know About Google Analytics 4 + Using it to Measure Partner Program Goals
The digital world is abuzz with the news that Universal Analytics (UA) will stop collecting data in July, 2023. At this time, Google will force all users to rely upon...
Experiences of a Woman in Channel
In this episode of the Women in Channel Summer Series, Dina Moskowitz sits down with Allbound in a discussion about her experiences as a woman in the channel and female...
The Partner Channel Podcast | Season 2, Episode 11
This week, Tori Barlow, VP of Marketing at Allbound spoke with Shubham Sood, Partnerships Manager at JustCall about the transformative 36 months they’ve had with their partner program.
Launching a Channel Partner Program as a One-Person Team
Maybe you’re a new hire at a company, brought in to build a channel partner program from the ground up. Maybe you’ve been at your organization for years in marketing...
Encouraging Diversity in Channel
Claudene Kidd sits down with Allbound in a discussion about how to promote different ideas and embrace diversity.
Systems Integration (SI) Partners – Our Top Picks
For top-tier companies, selecting and implementing a technology solution is often challenging and time-consuming. System integration (SI) partners make deployment easier on tech adopters and ensure all efforts work toward...
The Partner Channel Podcast | Season 2, Episode 10
On this episode, VP of Marketing at Allbound Tori Barlow talks with Fernanda Pires, Partner Marketing Manager at Hootsuite, and together they go back to the basis as they cover...
Panel Discussion – How to Build a Partner Program from Scratch
Let’s be honest, even baking cookies from scratch can be messy. Never mind managing all the moving pieces of launching (or re-launching) a partner program from start to finish.
The Partner Channel Podcast | Season 2, Episode 9
VP of Marketing at Allbound Tori Barlow takes a seat and has a chat with Noam Horenczyk, Head of Strategic Partnerships at walnut.io. Noam talks all things he’s experienced in...
How to Effectively Work With Channel Partners and Strengthen Relationships in 2022
Leveraging channel partners is an effective way to scale your organization, drive pipeline growth, and improve retention. But unfortunately, working with channel partners isn’t as easy as simply setting up...
How to Plan for Success and Take Ownership of Your Wins
Leslie Lorenco sits down with Allbound in a discussion about how to use the channel to drive personal success and take ownership of your wins.
Allbound’s Women in Channel Summer Series
Join Allbound as We Celebrate Women in the Channel . The Allbound Women in Channel Summer Series will highlights amazing female leaders through our new video series.
Automate, Scale, Integrate – PRM System Criteria
Running a partner program isn’t simple but having the right tools for the job does make it easier. Finding the right channel sales software for your company can take some...
The Partner Channel Podcast | Season 2, Episode 8
In this week’s Wednesday episode, Allbound VP of Marketing Tori Barlow sits down with Samantha Samuels of Friendbuy and they discuss everything from getting exec buy-in to internal alignment when...
Onboarding Done Right To Create An Engaged Partner Community
You’ve got a new partner to join your channel sales program – great! But recruitment is only the first step in an ongoing relationship that needs nurturing. Onboarding is where...
The Partner Channel Podcast | Season 2, Episode 7
In this week’s Monday episode, Allbound VP of Marketing Tori Barlow sits down with Rachel Collie of Unanet and they talk all things reporting structure, the right way to look...
The 6 Major Challenges of Channel Sales (And How to Overcome Them)
The age-old expression easier said than done applies to many aspects of sales, your partner ecosystem being no exception. While upfront planning won’t eliminate all channel management issues, you can...
How to Guarantee Partner Portal Adoption
Launching a new channel program can be a daunting task. When formalizing your channel program and adopting a portal for the first time, or switching solutions, some of the questions...
The Partner Channel Podcast | Season 2, Episode 5
The Partner Channel Podcast continues to push forward! This week, we sat down with Brandon Lytle, the Head of Partnerships at Field Nation, to discuss his experience in starting a...
The Partner Channel Podcast | Season 2, Episode 6
Tune into our latest episode with Larry Walsh, CEO & Chief Analyst at Channelnomics as he speaks with Tori Barlow, VP of Marketing at Allbound, about ways your channel can...
Channel Partner Awards Worth Entering
Receiving industry awards is a powerful indicator of success. After all, being recognized by your peers for your partner management skills or the quality of your partner program is both...
How to Build an Engaged Channel Partner Program
An organization could continue on without a formalized partner program for years, working with different resellers and referral partners on a one-to-one or ad-hoc basis. That’s what many, in fact,...
The Partner Channel Podcast | Season 2, Episode 4
Sit down with Tori Barlow, VP of Marketing at Allbound as she speaks with Paul Liao, Senior Partner, Development Manager of Cloud Alliances at Outreach, and join the conversation as...
Questions to Ask in Your Next Partner Manager Interview
As you scale your partner program, you’ll need to grow your team accordingly. Making the right hiring decisions early on is essential, especially while your department is small. The Partner...
The Secrets to Preparing your Channel for an Economic Downturn
In June 2022, we see inflation reach new heights and supply chains stretch thin as the economy reels from one surprise to the next. While everyone would qualify the recent...
The 80:20 rule – does it still apply?
In my experience, vendors accept that a large swathe of their partners will be inactive, or opportunistic. Research supports that there is a Pareto Law of revenue distribution from partners...
The Partner Channel Podcast | Season 2, Episode 3
Continuing on our journey of “How to build a partner program from scratch”, we dissect lessons learned from HubSpot. You don’t want to miss this one spotlighting Katie Lambert, Senior...
How to Set Up Partner Tiers & Different Levels
Two of the biggest goals for partner managers are driving revenue and optimizing your team’s resources. Implementing partner tiers is an effective strategy for accomplishing both. If you’re intimidated by...
Go West Readiness Checklist – Expanding Your Channel to the US Market
Entering your product in the US market is the ultimate prize for many vendors, but it can be a daunting task to undertake. There is a lot of planning and...
Partner Marketing 101
Class is in session! Terry Moffatt, Editor at the Channel Marketer Report, joins us for the Partner Marketing 101 masterclass. In this 45-minute session, we’ll be covering: How to create...
Perfect Your Partner Management & Sales Framework
A partner sales program runs like a well-oiled machine when supported by a robust framework. It’s never too early to build or reinforce the skeleton on which your partner strategy...
What Partners Need (and Are Asking for) from Vendors during the Current Channel Evolution
The channel ecosystems and industry continue to grapple with the shifting paradigms brought on by the move to remote work. Partners are working harder than ever to arm their customers...
The Partner Channel Podcast | Season 2, Episode 2
When considering onboarding, it can be compared to the training wheels on a bike. But that of course begs the question of when to take the training wheels off. On...
Best Practices in Managing Your Channel During an Economic Downturn
The business world is abuzz with chatter about a possible economic downturn. Sales divisions and Channel leaders must navigate their companies through choppy waters, unsure of what lies ahead. Now...
Channel Ecosystem Observation Survey
Go West – Expanding your European Channel in the US Market
Jacqui Rand from Channel Consultants and Harald Horgen CEO at the York Group, joined us to discuss entering your product in the US market, which is the ultimate prize for...
Advanced Ideas for Increasing Channel Sales in 2023
Most channel sales professionals didn’t meet their goals in 2021; by no coincidence, many of these same industry leaders hadn’t yet implemented automation or critical strategies for increasing sales. However,...
Partners Reveal 3 Key Secrets – Crucial must-haves for vendor training
Keeping secrets is a tricky business. We reveal 3 secrets from partners on what they need for enablement. Kris Blackmon, Chief Channel Officer at JS Group, is joined us to...
Allbound Overview: Partner Experience Automation
Partner Experience Automation from Allbound : Allbound simplifies partner management by automating the repetitive tasks and creating an easier experience for you and your partners Sales Management :Sales Management enables...
Allbound Overview: Increasing Marketing Efficiency
The objective of good Channel Marketing is to arm your partners with the tools and assets they need to be proficient and self-sufficient. Partner outreach needs to generate joint opportunities...
Allbound Overview: Assisting Channel Sales
Allbound for Partner Sales : Allbound helps you support all the stages of partner selling with automated and assisted prospect communication, deal registration, and pipeline management for optimal profitability and...
SaaS Buyer Personas – CTO, IT Manager, CISO, & More
Understanding the customer – successful interpretations of audiences’ desires have led some businesses to surprising wins, while others have made grave miscalculations that tarnished their brand’s image and wasted resources....
The Three Things Your Partners Want From You
Today, solution providers need to be agile and evolve their business models quickly in this new and hybrid work environment. However, there may be discrepancies between sales and revenue, leaving...
The Partner Channel Podcast | Season 2, Episode 1
We’re back in action with Season 2 of the Partner Channel Podcast with Dave Thomson, CRO at Allbound and Julian Lee, President of TechnoPlanet, to discuss why you should stop...
Channel FAQs
Channels in the technology sector apply to all companies that operate between the vendor (manufacturer or originator of the product) and the customer. These may be influencers, resellers, distributors, or...
How Vendors can help Partners Navigate the Hybrid Workforce
We can begin to see new patterns and trends emerging when comparing the hybrid model to a full-time office structure. However, one thing has become clear – the remote workforce...
Channel Partner Marketing Plan Checklist
Channel partner marketing is an effective way to expand your reach, enrich a partnership, and generate more leads. While there isn’t a one-size-fits-all partner marketing plan, you can utilize a...
Introducing Allbound
Allbound Partner Relationship Management (PRM) software empowers partners with improved efficiency, communication, and data-sharing. A complete solution that scales.your program needs.
2022 Channel/Marketing Benchmark Survey
B2B executives are nearly unanimous in their expectation that indirect sales and marketing programs will drive more revenue in 2022. Fully 96% of respondents to the second annual “Channel/Partner Marketing...
Benefits of PRM Software for Scaling Sustainable Growth
In an earlier article, Why Use Channel Partners – 6 Key Benefits, we highlighted how partners could enrich your brand presence and grow revenue. Today, we’ll further explore how PRM...
20 Necessary Tools to Enable Channel Partners to Sell
As a channel professional, you likely wear many hats. From marketing to and with partners to signing partners, training, onboarding, and reporting, there’s a lot you’re juggling at any given...
Go West – Expanding Your European Channel
Taking your product to America offers a huge opportunity; it is the ultimate prize for many vendors. The US market appears like a shimmering and tantalising way to scale in...
Frequently Asked Questions – Allbound EMEA
You may know that we have a London office, but do you know how Allbound helps support our EMEA customers? Meshach Amuah-Fuster, Managing Director of EMEA at Allbound, answers all...
White Paper Marketing Strategies to Promote Your Thought Leadership
Creating a quality B2B white paper is no easy feat, as its demands for research, copywriting, and design are greater than those of a typical blog post. However, all efforts...
Balancing Service and Sales
The great migration of the broader workforce to a remote work reality has created boundless opportunities for partners in the form of additional revenue streams. It has also impacted how...
Channel Partner Lifecycle Management – Processes for Each Stage
Working with channel partners isn’t dissimilar to selling to prospective customers. For example, you must work through a lifecycle from first meeting a partner through signing a contract to work...
How Remote Work Permanently Altered Security and Channel Sales
The dust has still not settled from the massive disruption in the IT landscape driven by the mass move to remote work in 2020, which is still happening today. The...
The Pitfalls of Partner Training and How Vendors Can Bridge the Gap
Many vendors and solution providers still haven’t cracked the nut on partner training. Product training may not seem invigorating, but it’s undeniably vital.
[Channel Month] Increase Partner Activation – Tips and Tricks from Partners Themselves
You might want to sit down for this: channel success is not tied to the number of partners that you have. If your team is spending a surplus of time...
[Channel Month] What Does “Scaling” a Channel Program Mean in 2022?
Congratulations! You got your channel program set up, all the pieces in place, and defined benchmarks for success. You know what that means, right? It’s time to scale! Here’s a...
[Channel Month] How to Build a Successful Channel Partner Commission and Incentive Structure
Incentives and commissions cause partner engagement to soar; there is no debating that fact. But incentive and commission structures are not a one size fits all solution. We are featuring...
[Channel Month] Emerging Channel Tech – How to Enable and Promote P2P Collaboration
The Channel Month Webinar Series
The Ultimate Lead Nurturing Strategies for Partner and Direct Sales
After identifying and qualifying a lead, your work has only just begun. An enormous part of the sales cycle involves nurturing leads to close, and this is true both when...
The Ripple Effect of Remote Work for Partners and End Users
The last 20 months have irrevocably changed the technology landscape, thereby altering customer demands on partners. In a recent survey by Allbound in conjunction with JS Group, participants were asked...
The Partner Channel Podcast Episode #32 | How to Enhance Your 2022 MSP Partnerships
In this Partner Channel Podcast episode, Dave Thomson sits down with Christine Gassman from Armor Cybersecurity to discuss how to engage and empower your MSP partners.
Channel Sales Business Plan and Proposal – Guidelines and Tips
You’ve likely heard of, and maybe even developed, a business plan in the past. Similar to a standard business plan, a channel sales business plan explores the goals, intended strategies,...
Why It’s Crucial to Get Your Partner Onboarding Process Just Right
Your partners are the bread and butter of your business, but getting them to choose you in the first place can be a major source of frustration for some companies
MDF Program Management Best Practices
Marketing Development Funds (MDF) are the dollars companies put towards their channel partners to help them produce meaningful results. Channel-centric companies usually use MDFs for: Conferences and tradeshows ,Advertising and...
The Easiest Way to Identify Upsell Opportunities
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...
The Channel Business Case for DEI
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...
The Partner Channel Podcast Episode #31 | How to Master the 3 Pillars of Partnerships
In this Partner Channel Podcast episode, Meshach Amuah-Fuster sits down with Matt Bray from SAP to discuss how channel account managers can leverage the 3 pillars of partnerships to scale...
The Key to a Pipeline of Potential Partners
Just like hiring a new salesperson doesn’t guarantee revenue, a growing channel partner program doesn’t automatically mean higher profitability. The channel manager must audit and optimize all elements of the...
What’s Working in Partner Relationship Management?
Effective partner relationship management (PRM) — always a challenge for even the most skilled channel leaders — is becoming increasingly critical to the success of well-established firms and start-up companies...
Examples of Great Partner Pages – Content and Design to Inspire
Partner pages effectively engage prospective partners and build industry traction by showing off your existing lineup. You can implement two types of partner pages: the first addressing prospective partners and...
The Top B2B Brand Awareness Secrets
Today, the world of marketing is obsessed with metrics and conversion rates. Due to the increased demand for measurable results, brand awareness often gets overlooked. While it is more difficult...
Channel Partner Marketing Activities: Best Practices + Example Strategies
Channel marketing activities are increasingly valuable within hyper-competitive verticals like technology and software. For companies that rely on partners to generate the lion’s share of revenue, this is the perfect...
How to Level Up Your Marketing Enablement Strategy
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...
9 Keys to Developing a Channel Content Strategy
Your channel marketing strategy has a big job. It needs to account for your Direct Sales customers while indirectly connecting with new audiences through your partners. Even though the two...
6 Benefits of Using Channel Partners
Channel Sales—also referred to as indirect sales—utilizes partners to promote products and handle customer relationships on behalf of another entity. Many B2B technology companies large and small find great success...
Channel Partner Management Process Strategy
There are a variety of responsibilities that go into channel management. These tasks include PRM set-up, one-on-one communication with priority partners, onboarding, MDF approvals, and data analysis. While this may...
How Partners Can Recruit and Retain Good Talent
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...
Partner Pitch Deck Template
How do you get a partner interested in being a part of your channel? One of many important factors is a partner pitch deck! The objective of this example deck...
The Four Stages of Building & Developing a Channel Program
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...
Channel Partner Scorecard Template
How do you evaluate the success of a partnership post-onboarding? Your partners should have the same common goals that you do. One way to ensure alignment between you and your...
How to Build a Channel Partner Program
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...
Channel Sales Manager Job Description – Changes to Make in 2022
We don’t need to tell you how important it is to hire the right channel sales manager. After all, this person will ultimately wear many hats as they manage relationships...
How to Make Your Channel Partner Onboarding Process Successful
Onboarding is 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...
Why and How to Assess a Channel Partner’s SEO Strength
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...
The Great Covid Migration and Changing Customer Geographies
The traditional office model is a thing of the past. Organizations and end customers alike flipped the switch on where they work over the last year and a half, pivoting...
What is PRM – How to Define Partner Relationship Management
What is a PRM? The simple definition is that a partner relationship management (PRM) is a platform used to automate the channel partner lifecycle. However, the reality is much more...
Expanding Your US Channel Into Europe
Europe presents a significant opportunity, whether you work with ISVs, SIs, VARs, affiliates, agencies, or other partners. This region represents dozens of countries and thousands of companies to leverage in...
Building a Channel Partner Recruitment Plan
You can’t have a great channel program without recruiting great partners. But all too often, recruitment is done haphazardly. You should have an organized, proactive, and consistent plan in place....
Methods to Audit Your B2B Sales Strategies
Have your SQLs suddenly dropped? Or, maybe they’ve been stagnant for far too long without signs of growth? Driving sales is essential to running a sustainable, profitable business. Unfortunately, it...
PX is the New CX
Providing a positive customer experience (CX) has always been a mandatory component for any business. But despite all the CX innovations and investments, there’s still quite a gap in the...
Strengthen Your Partner Program with Content Strategies for 2022 and Beyond
Imagine that your partner program is like a car— your channel manager is the driver behind the wheel, your PRM software is the vehicle’s frame, and your partners are the...
Strategies for Building and Managing Your Partner Ecosystem
No man is an island. This expression applies to family, friendships, and also your channel program. While partners may operate independently from one another, they come together to help build...
Partner Misconceptions About M&A
We are living in a time of unprecedented disruption and increased innovation in the channel. While the pandemic threw a wrench in many aspects of our daily lives and business...
The Partner Channel Podcast Episode #30 | How to Enable Your MSP Partners
In this Partner Channel Podcast episode, Tori Barlow sits down with Ayan Adam from CX Atelier to discuss why digital marketing is crucial for MSPs
Strategies for Expanding into International Markets
If you’re like most B2B companies, you’ve factored international expansion into your growth strategy. Your initial business plans may even hinge on tapping into new markets. You’re not alone; in...
Buckle Your Seatbelt – Survey Results Suggest a Channel Sales Surge is Coming
The majority of channel professionals disclose that, as of early 2021, their company’s partner programs did not fulfill their full potential; nearly a third of those surveyed reported that less...
The Partner Channel Podcast Episode #29 | Here’s What to Tackle When Starting a New Channel Role
In this Partner Channel Podcast episode, Tori Barlow sits down with Rachel Turkus from Cyber Reef to discuss where to focus when starting a new channel role.
Partner Portal Best Practices and Design Checklist
A partner portal can be a powerful resource to achieve key growth goals and drive company revenue. Your partner portal provides a bridge between your team and your partners, enabling...
The Top 5 Channel Management Software Best Practices
Managing your channel partners is a significant undertaking. There’s a lot to keep in mind, from providing fresh content to registering new deals and offering SPIFFs. Using channel management software...
The Partner Channel Podcast Episode #28 | Picking the Right Portal for Your Partners
In his debut Partner Channel Podcast episode, Meshach Amuah-Fuster sits down with Glenn Robertson from Purechannels to discuss how to pick the best partner portal for your partners.
Six Partner Actions Proven to Increase Retention 10x
Not every partner you recruit will generate a profit—it’s an inevitable part of managing channel sales. However, there are actions you can take to strengthen program engagement and long-term retention.
5 B2B Lead Generation Strategies that Work
Most buyers utilize digital channels when they start researching upcoming purchases. This presents unique challenges for B2B marketers tasked with sifting through millions of views and conversions to find highly...
Nine Tips to Find and Recruit Channel Partners
If you’re running a channel sales operation, you know that finding the right partners is crucial. Currently, 60 percent of channel partners report needing better systems and processes to ensure...
The Partner Channel Podcast Episode #27 | Capitalizing on Microsoft’s 950% Force Multiplier
Allbound CEO, Daniel Graff-Radford is back hosting Jason Beal, from AvePoint on this episode. Their conversation covers the wide world of the Microsoft partner ecosystem.
Channel Partner Integration Strategies
Your customers seek software solutions that bridge gaps and interact smoothly with one another in order to amplify process efficiencies and cost savings. Help them achieve this goal by integrating...
Remote Work is Here to Stay
In 2020, the business world underwent what the Times Magazine called, “the largest work from home experiment” of all time. COVID-19 cases now recede for many regions, but it’s clear...
The Value of Cloud Marketplaces — And How to Seize It
Millennials have rapidly growing purchasing power, spending an estimated $1.4 trillion in 2020. As this new generation’s buying power continues to grow, there has been a shift in how buyers...
The Partner Channel Podcast Episode #26 | How to Get Your Partner Program Noticed in Your Organization
This episode of the Partner Channel Podcast hosts, Adam Michalski, from Partnered. His conversion with Tori Barlow, Senior Director of Marketing touches on how you can get your partner program...
[Channel MBA Webinar] The Channel is Changing – So What Are You Supposed to Do?
The channel has been changing, but that change was fast tracked when channel shifted to remote management. Janet Schijns, CEO of JS Group, delves into what to expect from channel,...
[Channel MBA Webinar Keynote] 5 Predictions of Channel Software – What Should Your ROI Be?
What is the future state of channel software and ROI? Join Daniel Graff-Radford, CEO of Allbound, and Jay McBain, Principal Analyst of Channels, Partnerships, and Ecosystems at Forrester, as they...
[Channel MBA Webinar] How to Build an International Channel Strategy
Zoom has become a household name and a prime example of a company that has a phenomenal international strategy. Join Allbound and Bonni-Jo Bouchard Salazar, Global Partner Programs at Zoom,...
The MBA of Channel – Webinar Series
It’s time for end of year planning, so we’ve brought together an expert lineup of guest speakers to help you prepare for 2022.
How to Optimize Partner Experience – Interview with Dan O’Leary, Director of Partnerships at Box
Allbound met with Dan to understand how to create a world-class partner experience. Continue reading to learn more about: How to create an unforgettable partner experience , Everboarding – what...
How to Measure the ROI of Your Partner Marketing Campaigns
One of the most effective ways to reach a larger audience and increase sales is to leverage your partner ecosystem through marketing campaigns. A lot of activity goes into these...
The Partner Channel Podcast Episode #25 | Summer Series Webinar Replay: The Power of Mentorship
In this special edition of the Partner Channel Podcast, we are replaying part of The Power of Mentorship webinar from the Women in Channel Summer Series. Katie Martinez, Director of...
The Partner Channel Podcast Episode #24 | The Key Characteristics of Female Leaders Part 2
In part two of this special edition of the Partner Channel Podcast, for our Women in Channel Summer Series, Katie Martinez, Director of Customer Experience, continues her conversation with Fiona...
Growing & Measuring Channel Partner Loyalty
When discussing building a partner program, much of the focus is on the recruitment process. However, all the effort it takes to attract and vet partners is nullified if they...
The Partner Channel Podcast Episode #23 | The Rise of Ransomware and its Impact on the Channel
In this bonus episode of the Partner Channel Podcast, Daniel Graff-Radford sits down with Greg Edwards from CryptoStopper to discuss the rise in ransomware attacks. Greg explains the evolving role...
11 Elements of a Successful Partner Engagement Plan
You were super excited about a new channel partnership when it first started, and it seemed like your partner was too – for a short period. But now, what looked...
The Partner Channel Podcast Episode #22 | The Key Characteristics of Female Leaders
In part one of this special edition of the Partner Channel Podcast, for our Women in Channel Summer Series, Katie Martinez, Director of Customer Experience, sits down with Fiona Coughlan...
How-To Guide for Channel Marketing Plans: Examples, Resource Management, and More
Channel partnerships can be a highly effective way for B2B companies to scale their business, increase revenue, and reach new markets. Marketing only enhances your potential to succeed by reaching...
PRM vs CRM – Understanding the Relationship Between the Two
When building technology stacks, Sales and Marketing actively avoid tools with capabilities that heavily overlap in order to limit spending. This leads to a very common question: can I use...
Great Partner Training Software – The Key to Partner Management
Recruiting partners is one thing. Keeping them happy, engaged, and productive is a separate, arguably more important thing. It’s not as simple as giving a reseller the green light and...
The Partner Channel Podcast Episode #21 | How to Build a Partner Program for Scale
In this episode of the Partner Channel Podcast, Daniel Graff-Radford sits down with Gauri Chawla from inRiver to discuss her past experience scaling and building an ecosystem from scratch. She...
Auditing Your B2B Sales Funnel – Recommended Process and Tips
If you aren’t getting the leads, sales, or revenue you’re hoping for, your B2B sales funnel might be the best place to look. After all, virtually no business has perfected...
How to Manage Channel Partners Remotely
In 2020, the business world underwent what the Times Magazine called, “the largest work from home experiment” of all time. COVID-19 cases now recede for many regions, but it’s clear...
Why Partner Co-Branding is Important + Best Practices
Co-branding refers to two or more companies collaborating to create a new product offering or promotion. It shares many elements with co-marketing, the practice of two businesses trumpeting each other’s...
Who Should Run the Channel?
When an organization first decides to implement a partner program, there are a few critical decisions to make off the bat. Determining your ideal partner profile and goals for the...
[Webinar] Heather Margolis on The Future of Channel
Heather K. Margolis, Founder and CEO of Spark Your Channel, joins Katie Martinez, Director of Customer Experience at Allbound, to discuss the future of channel.
[Webinar] The Power of Mentorship – Paving Your Career Path
CRN states that 79% of their Women in Channel award recipients have a mentor. Do you? Watch on-demand to hear expert mentor Dalyn Wertz, Executive Director of Indirect Channel Program...
[Webinar] Addressing Diversity in the Channel
We sat down with Karine Elsen, VP of Partner Marketing at Avalara, and Gauri Chawla, VP of Global Partners and Alliances at inRiver to address the realities of diversity in...
The Partner Channel Podcast Episode #20 | Activating a Security Channel
In this episode of the Partner Channel Podcast, Daniel Graff-Radford sits down with Tina Gravel from Appgate and Dan Tomaszewski from Kaseya to discuss how to activate a security channel....
Allbound’s Women in Channel Summer Series
Three SaaS Sales Models for Your Software
SaaS (Software as a Service) has become the most popular and practical sales delivery model for various business applications. In turn, the increasingly crowded SaaS industry managed to cross $157...
30 of the Best SaaS Partner Programs (and Why They Are So Good)
These 30 top SaaS providers run the best partner programs in the business—here’s how you can model your portal to do the same.With so many new SaaS providers hitting the...
How Thought Leadership Impacts Revenue – The Power of Influence
According to Forrester, 71% of B2B buyers reach selection at the end of the digital journey — without using traditional sales processes and demos.In this webinar we’ll share strategic ways...
The Partner Channel Podcast Episode #19 | How Consumption-Based Selling is Impacting the Channel
In this episode of the Partner Channel Podcast, Daniel Graff-Radford sits down with Robert Saxe from nVision to discuss how consumption-based models are impacting the channel. Robert Saxe also describes...
Channel vs. Direct Sales
Along with identifying a target audience and developing a product or service, businesses also need to consider how to get their offerings to customers. Direct Sales and Channel Sales each...
Serko Achieves 100% Portal Adoption for Improved Sales Enablement
“Allbound inspired and excited the team with what they could do with a partner portal”, said Nick Whitehead, Chief Marketing Officer at Serko. “We didn’t see any other solutions that...
5 Ways to Improve Forecasting for Channel Sales
Sales forecasts leverage past performance and rolling pipeline data to estimate future revenue. These insights prove key to reallocating marketing budgets, timing product roll-outs, and determining staffing and sales incentives....
The future of teaming in the workplace: An organizational psychology perspective.
The way we communicate with our internal teams and channel partners has changed dramatically, have you learned how to optimize these relationships in 2021? What we’ll discuss: The most common...
The Partner Channel Podcast Episode #18 | Channel Managers Are Missing Out on Impactful Training
In this episode of the Partner Channel Podcast, Dave Thomson, sits down with Mark Brigman of PARTNERNOMICS to discuss the impact of training channel managers on the art of partnering....
Channel Management and Time Management: Streamline Your Workday
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...
The Partner Channel Podcast Episode #17 | How to Become a Channel Chief from Cody Jones at Zapier
In this episode of the Partner Channel Podcast, we have re-released a highly downloaded webinar episode from our Becoming a Channel Chief Series. This episode features Cody Jones, Head of...
Tips and Tools for Building a Channel Content Library
A well-organized, centralized content library empowers your channel partners to confidently represent your brand and offering. Whether it be training tools or customer-facing content, a content library provides critical resources...
Free Referral Partner Agreement Template
Allbound has created a sample template of a SaaS referral partnership agreement to help streamline partnership operations for the SaaS community.
Guide to Increasing Channel Partner Activation
The resources required to recruit new channel partners is an upfront investment that can potentially yield returns for years to come. But what if only a small fraction of registered...
The Partner Channel Podcast Episode #16 | Partner Demand Generation Tips that Work
In this episode of the Partner Channel Podcast, David Thomson sits down with Akilah Murrell, Senior Director of Channel Marketing at Channel Maven Consulting. Akilah walks through the importance of...
How to Build a Successful Channel from Scratch
Channel expert Jim Frey does a deep dive into the building blocks of starting a channel from scratch.Between recruiting partners, creating content, and setting KPIs, building a partner program can...
The Partner Channel Podcast Episode #15 | Managing a Channel in 2021
In this episode of the Partner Channel Podcast, Larry Walsh sits down with Daniel to discuss key findings from Channelnomics annual reports and their impact on the ever-evolving role of...
Channel / Partner Marketing Benchmark Survey
Allbound is proud to partner on the first annual Channel/Partner Marketing Benchmark Survey conducted by Demand Gen Report and Channel Marketer Report. The 2021 survey identifies key areas to boost...
The Best Metrics to Measure Partner Performance and Engagement
A company lives or dies by its profit, so it’s natural to focus almost exclusively on this measurement of success. When leadership asks a channel manager to substantiate their budget...
Channel Partners Vs. Distributors – How the Two Relate
Curious what the key differences are between a software distributor and channel partner? It’s important to understand that a distributor is a type of channel partner. The main differentiator is...
Video Selling: The Newest Trend in B2B Sales Automation
In recent years, consumers have overwhelmingly turned to video as the dominant method of consuming information online. A 2021 report found that 69% of consumers prefer to watch a video...
Must-Have Marketing Strategies for Partner Relationship Management (PRM)
Partner programs are an excellent way to increase your sales, meet your goals, and grow your business. Many companies that implement partner networks have reported wild successes
The Partner Channel Podcast Episode #14 | When was the last time you actually talked to a sales rep?
In this episode of the Partner Channel Podcast, Daniel sits down with Victor Antonio, host of the Sales Influence Podcast, to discuss how sales reps adapted to 2020 and the...
Get Your Channel’s Attention & Increase Performance: The 4 Content Secrets You’re Not Using
Imagine that your partner program is like a car— your channel manager is the driver behind the wheel, your PRM software is the vehicle’s frame, and your partners are the...
Chili Piper Test page
This eBook is based off of a webinar hosted by Scott Barker, Head of Partnerships at SalesHacker and Evangelist & Podcast Host at Outreach, and Greg Reffner, VP of Sales...
The Partner Channel Podcast Episode #13 | The Key to Co-opting Your Channel Strategy
In this episode of the Partner Channel Podcast, Daniel sits down with Melinda McBride, SVP of Global Alliances and Channel Partners at Equifax. Melinda explains the foundational elements of a...
5 Tips for Creating Engaging Channel Partner Newsletters
You have the email addresses of current and prospective partners, so now it’s time to put them to good use with a targeted newsletter. When done correctly, a channel partner...
The Partner Channel Podcast Episode #12 | Sparking Your Channel Program
In this episode of the Partner Channel Podcast, Daniel sits down with Heather K. Margolis to discuss key ways you can enhance your channel strategy in 2021. Heather explains the...
The Partner Channel Podcast Episode #11 | How to Manage Channel Sales Internationally
In this episode of the Partner Channel Podcast, Daniel sits down with Zach Selch to discuss how to successfully sell through the channel internationally. Zach offers insight into the common...
Six Partner Program KPIs to Measure That Aren’t Revenue
When channel-centric companies talk about key performance indicators (KPIs), they tend to think of revenue. While measuring revenue is non-negotiable, it doesn’t paint you the whole picture of your partner...
The Best Metrics to Measure Partner Performance and Engagement
A company lives or dies by its profit, so it’s natural to focus almost exclusively on this measurement of success. When leadership asks a channel manager to substantiate their budget...
Allbound Study Uncovers Partner Actions That Lead to Revenue
Generating revenue from partner programs is not a new topic or new revelation. It’s clear that channel programs need to produce in order to survive. What is new and something...
Top Six Mistakes Companies Make When Building Their Channel Partner Program
The Partner Channel Podcast Episode #10 | Channel Hunger Games
In this episode of the Partner Channel Podcast, Daniel sits down with Janet Schijns to discuss why the channel has become a battle of districts. They also discuss the significance...
The Partner Channel Podcast Episode #9 | In an Era of Automation, Partner Experience (PX) is Everything
In this episode of the Partner Channel Podcast, David Thomson is back and talking with Daniel Graff-Radford and Jay McBain, Principal Analyst of Channels, Partnerships, and Ecosystems at Forrester. Jay...
The Partner Channel Podcast Episode #8 | What Your Partners Really Want From You
In this episode of the Partner Channel Podcast, Daniel Graff-Radford is back and talking with Sunir Shah, CEO of AppBind and President of the Cloud Software Association. Sunir and Daniel...
Strategic Planning for Motivating Partners Remotely
This year has fundamentally changed how we do business, especially channel relationships. With the increase of remote work, the ways of forming and managing partnerships have been disrupted. As always,...
The Partner Channel Podcast Episode #7 | When to Consider an Indirect Sales Model
In this episode of the Partner Channel Podcast, David Thomson, Chief Revenue Officer at Allbound sits down with Natalie Nathanson, Chief Executive Officer at Magnetude Consulting to get her take...
Keeping Channel Partners Aligned With Your Sales and Marketing Team
Your channel partners are technically an external sales team, but how they collaborate with your departments is critical. Maybe you rely on the channel fully to generate revenue, or maybe...
Allbound Study Uncovers Partner Actions That Lead to Revenue
Generating revenue from partner programs is not a new topic or new revelation. It’s clear that channel programs need to produce in order to survive. What is new and something...
The Partner Channel Podcast Episode #6 | Myths and Mistakes of Training Channel Partners
Daniel talks with Marcus Cauchi, CEO of Last Laughs LTD, about the crucial mistakes channel managers make when training channel partners. They discuss a day in the life of a...
Cambium Networks Case Study
"Allbound provides Cambium, and in turn, our partners, a one-stop-shop for our partners’ needs." -Karyn Pastorino, Director – Global Channel Marketing at Cambium
The Partner Channel Podcast Episode #5 | The Impact of Digital Transformation
Daniel talks with Garrett Helmer and Geoffery Vernon from PrinterLogic about the impact of digital transformation on the way we do business. Garrett offers insight into how an automation first...
Brett Whiteman Talks About His Path to Becoming a Channel Chief
Allbound has created the Path to Channel Chief series to hold candid conversations with top channel leaders to uncover their journey to becoming a Channel Chief. Watch our second episode...
End of Year Planning for Channel Leaders
End-of-year business planning is usually fraught with competing priorities. What I’ve learned after more than a decade in executive leadership is that a lack of proper prioritization during Q4 leads...
How to Get More Sales Reps to First Base
Watching someone hit a home run is a spectacular sight. Onlookers hold their breath as the pitcher signals, winds up and hurls the baseball towards its target. This tension evaporates...
5 Tips to Prevent Channel Conflict
Even for the most channel-centric companies, partner conflict is inevitable. Conflict can occur for various reasons such as pricing, poor communication, or even deals poached by the direct sales team....
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...
The Partner Channel Podcast Episode #4 | Thriving in a Remote Channel
Daniel talks with Doug Remington, General Manager & Head of Sales EMEA at DTEN, on mistakes and lessons learned in the channel. Learn from Doug’s 20+ years of experience managing...
The Partner Channel Podcast Episode #3 | How to Build a Channel Program
In this episode, Daniel talks to Aaron Cullip, Executive Vice President at HKA Enterprises, on how to build a channel ecosystem from scratch. Channel Partners are wonderful! However, make sure...
The Partner Channel Podcast Episode #2 | 5 Key Areas to Understand the Risks of Your Partner Program
Meet Michelle Gunter, Executive Vice President at Partner Perspectives, who has an extensive partner channel background. She’s focused on guiding companies in launching channels, helping grow and expand existing ecosystems,...
The Partner Channel Podcast Episode #1 | Hyperscaling a Partner Program
Daniel sits down with Gilbert Vendryes, Senior Executive specializing in Global Partner Programs at Zoom. He has more than 25 years of experience delivering strategy, programs, and processes to benefit...
Channel Partner Program Audit eBook + Template
The phrase “partner audit” usually makes channel leaders think of measuring their partners’ sales numbers. While sales are an essential metric to measure, this alone doesn’t adequately audit your partners...
CloudBees Saw a 339% Increase in Deal Registrations After Switching to Allbound
“We made the switch to Allbound because we wanted to take our partner experience to the next level without having to invest in multiple tools.”...
LookingGlass Cyber Switched To Allbound And Saved 43% In Platform Costs
LookingGlass Cyber Solutions is a leader in intelligence-driven risk mitigation, including global attack surface monitoring, threat modeling, and network defense. Their full service portfolio integrates threat intelligence,...
Understanding the SaaS Marketing Funnel
Ah, the funnel. For marketers, the funnel represents a process that, hopefully, results in a torrent of customers...
The Partner Channel Podcast is Live!
Omnichannel Marketing Guide for B2B – 3 Steps for Implementation
The trend towards insights-driven marketing has empowered businesses to make bold, nontraditional choices to reach their target audiences. For example, SMS marketing solutions aren’t what you’d typically consider when selling...
Garland Technology Saw a 33% Increase in Partner Referral Revenue
Garland Technology is an industry leader delivering network products and solutions for enterprise, service providers, and government agencies worldwide. Since 2011, Garland Technology has developed the industry’s most reliable test...
I Love It When My Competitors Negatively Sell
I love it when my competition gets focused on their negative selling against me. Are you surprised to hear this coming from a CEO of a SaaS company? I can...
Channel Leader Offer Template
Starting a channel partner program or hiring a new channel leader is a large and exciting step to take. You want to be sure that your offer letter gives the...
The 4 Stages of the B2B Buying Process
Over the last several years sales leaders have become increasingly interested in how to make their sales process frictionless. A process where obstacles are removed to provide a simple, painless...
5 Components of an Effective Sales Enablement Strategy: Channel + Direct
Sales enablement is any tool, process, or asset that adds efficiency. While sales development is the process of reaching out to prospects and setting initial appointments, sales enablement lays the...
Free Executive Channel Update Template
How do you effectively communicate your channel metrics and KPIs to Executives at your company? At times, it can be difficult knowing exactly what your executive team wants to see...
Interview: What Makes an Elite Partner Program
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...
Garland Technology Case Study
"Allbound’s analytics have allowed us to closely monitor which partners are consuming content and completing the training and onboarding we create."
Channel Partner Welcome Kit Template
Now is the time to earn their confidence while first impressions are malleable and their enthusiasm is high. If program participants hit roadblocks in their first few days as a...
Make Time – and a Plan – to Grow in Your Channel Role
We don’t need to tell you how important it is to hire the right channel sales manager. After all, this person will ultimately wear many hats as they manage relationships...
Partner Channel Acronyms Cheat Sheet
Are you fluent in the language of the channel world? Every industry has its own jargon, and channel sales are certainly no exception. From PRM to ITSP it can sometimes...
Succesful Partner Programs are Relational, Not Transactional
In a rapid, competitive sales market, it’s all too tempting to focus solely on closing a deal. But if you want to supercharge your success it is time to move...
Shorten Partner QBR Prep Time with PRM + Free QBR PPT Presentation Template
part·ner·ship /ˈpärtnərˌSHip/ noun – an alliance in which independent business entities collaborate, combine resources, or promote one another for their joint benefit...
CloudCheckr Switched to Allbound and Saved 40% and Increased Partner Engagement 1,400%
“Our previous PRM tool made it challenging for partners to join our ecosystem. With Allbound, we can approve or deny partner access with one click.”
Channel Management is the Third Stage of MarTech
Guest speaker Jay McBain, Principal Analyst – Channels, Partnerships & Alliances, Forrester Research, Inc. discusses the current and future state of the Channel Ecosystem in this 1 hour webinar. He...
The ROI of PRM Systems
To explore the ROI of PRM Allbound sent out a survey to current customers. This survey conculded that, on average, customers see a 61% shorter channel sales cycle after implementing...
Shorten the Channel Sales Process by 61% with PRM
We took a survey of Allbound customers and found that, on average, our users shorten the channel sales process by 61%. Continue reading to learn how the implementation of a...
WP Engine Case Study
“With Allbound we’re not only able to categorize our partners, but we can also focus on their onboarding experience, as well as equipping them with the resources they need throughout...
How to Scale Your Partner Program with the Right KPIs
Ask the Experts: Channel Success Tips for 2020
Channel partners provide several benefits to your company. Customer acquisition cost is reduced, existing relationships are leveraged to win business, and overall reach is extended into new markets.
It’s okay to say no: Why it Pays to Have Selective Criteria When Choosing Channel Partners.
Being picky has a bad reputation. But when it comes to some things – like pizza toppings, the milk/sugar ratio of your coffee, or choosing channel partners – selectivity is...
Homegrown Partner Portals vs. PRM: Here’s What You Need to Consider
A homemade cookie or a bakery treat? A hand-knitted sweater or designer duds? A do-it-yourself home improvement project or hiring a contractor? Let’s be honest: any one of these choices...
Affiliate or Referral: How to Pick the Perfect Partnership
If you find it difficult to differentiate between channel partner types, don’t sweat it. You’re definitely not alone. It can be confusing figuring out what each partnership structure entails, let...
Thank you for naming us a G2Crowd leader in PRM!
G2Crowd, the world’s leading business solutions review website, released its Winter 2019 Report on Partner Relationship Management (PRM) Software. Allbound continues to surge forward by being titled “The Leader” in Ease...
5 Partner Program Metrics to Measure Channel Performance
The 5 Key Pieces of an Effective Partner Management Technology Stack
Does your partner technology stack have your back? Partner channel success is pretty much impossible if it doesn’t. A top-notch tech stack puts you on the fast track to sales...
How to Build a Business Case That Your Boss Can’t Say No To
How do you get your company to see the value of Allbound? Here, we’ll explain how to get your executives on board with a partner relationship management (PRM) purchase.
ActiveCampaign Shares Their Impactful, Efficient Onboarding Checklist
You’ve recruited some partners, now what’s your game plan? Industry leaders have found success in an onboarding plan that includes smooth processes to onboard and train partners all while keeping...
How to Get Your Partners to Step Up to the Plate and Engage
We’re going to take a wild guess: your partner roster consists of some who are more benchwarmers than Willie Mays’. Attempting to work with partners who aren’t stepping up to...
Allbound Ranks #1 in G2 Momentum Grid® for Partner Relationship Management (PRM)
January 5, 2021 – G2Crowd, the world’s leading business solutions review website, released its Winter 2021 Report on Partner Relationship Management (PRM) Software. Allbound continues to surge forward by being...
How to Recruit Partners to Develop Your Channel Program
The last thing you want is to be blind to the competition. If you don’t know what other businesses offer their partners and clients, you can’t expect to develop a...
Adequate Internal Support and Resources: a Key Component of Next-Generation PRM
You wouldn’t tackle heaps of dirty laundry with a washing board and wringer anymore. You wouldn’t try to binge watch a TV show on dial-up. Are you still using outdated tools for Partner Relationship Management (PRM)? Old, disjointed processes just won’t cut...
How PRM Encourages Partner Engagement and Loyalty – Right From the Start
You wouldn’t tackle heaps of dirty laundry with a washing board and wringer anymore. You wouldn’t try to binge watch a TV show on dial-up. Are you still using outdated tools for onboarding and managing your partners? Old, disjointed processes just won’t...
PRM is Not for Everyone
The buying and selling landscape has expanded beyond direct sales and marketing teams to now include various partners that sell and market on your behalf. Specifically, organizations are leveraging partner...
7 Tips to Be at the Top of Your Channel Game
More and more organizations are investing heavily in channel sales as this function has proven to drive incomparable revenue and retention rates....
CloudBees Case Study
“With Allbound we were able to increase partner registrations 256%. I love Allbound.” 339% Increase in Deal Registrations – CloudBees Partner Engagement Grew Exponentially After Switching to Allbound...
8 Things Your Channel Can Learn From American History
America—now one of the strongest countries in the world, took a winding path of growth, downfall, and innovation before becoming one of the world’s powerhouses. Although strong, we can all...
THREE MARKET DEVELOPMENT FUNDS BEST PRACTICES TO SEE IMPROVED RESULTS
When used correctly, market development funds (MDFs) can be an excellent way to grow your channel business. We’ll share a few ways for you to use these funds more effectively,...
Summer G2Crowd Leader
Allbound Extends Its Leadership Position The Results For The Summer 2019 G2Crowd Grid For PRM Are In When stacked against competitors Allbound rank...
8 Ways to Make Your Partner Program Feel Like a Vacation
Summer is officially here! If you’re anything like me, you’re in need of a vacation. (You work hard! You deserve it.) When we say the word vacation your mind may...
4 Ways to Reduce Partner Churn
The unfortunate truth is that, at some point, you’re probably going to lose a partner; it’s inevitable. Realistically, some partners may just not be the best fit, while for others...
MKTO UTM
Form Below
April Showers, May Flowers
April Showers into May Flowers. 6 Ways to See Real Growth in Your Channel this Spring. Let's face it: partner programs require some work...
Our First WOTC West–2019
A Necessary Step For Sales Growth Similar to how a CRM manages customer relations, PRM software coordinates the management of sales partners...
On-Demand Webinar: How to Harness Data to Help You Define a Partner Channel Upsell Strategy
Allbound has partnered with Gainsight to bring you new ways to give your competition a run for their money. Watch the on-demand webinar to learn tips and tricks to identify...
How to Evaluate a Prospective Partner: the Method of Website Traffic
There are many reasons why a partnership can fail, and there is only one way to prevent it: carry out a proper analysis beforehand. Accurate data will always be more...
Why Marketing Teams are Taking Charge of their Channel Program
Channel partner marketing is an effective way to expand your reach, enrich a partnership, and generate more leads. While there isn’t a one-size-fits-all partner marketing plan, you can utilize a...
How to Budget Accurately for Marketing Development Funds
When a smart, strategic approach is taken, marketing development funds (MDFs) can be an excellent resource to help accelerate your sales and grow your channel business. MDFs are funds made...
Spring G2Crowd Leader
When Allbound stacks up against the competition it's easy to see why our hundreds of customers are thriving and empowering their partners to sell better. Read the report to see...
On-Demand Webinar: How to Get Your Partners to Step up to the Plate
How’s your roster looking for this sales season? Your partners can make up a large percentage of your annual income, so how do you get them to step up to...
How to Pick The Perfect Partner Bracket
If you’re running a channel sales operation, you know that finding the right partners is crucial. Currently, 60 percent of channel partners report needing better systems and processes to ensure...
Daniel Graff-Radford Joins Allbound as Chief Executive Officer
It’s no secret that Allbound has built a team that’s unlike any other in the SaaS space. The newest Allbound Allstar is taking on a big role: CEO. Daniel Graff-Radford...
Companies Who Are Rocking a PRM
Using Partner Relationship Management to Encourage Your Channel Partners
Think about it: Your partners are regular people. It goes without saying that they will likely perform better if they become more personally invested in what they’re doing...
20 Ideas to Elevate Your Partner Program
These days, it’s not enough to simply have a partner program. To have a truly successful partner program, you must invest the proper amount of time and resources...
New Year, New Me. 5 Things to Think About When Setting Partner Goals in 2019
New year, new partner program? With a new year upon us, it makes sense that many organizations are setting performance goals and making business resolutions for 2019...
Best Practices for Video Marketing In Your PRM Platform
In recent years, video content has become increasingly popular. Video marketing popularity is growing with it. Studies have shown that users watch around 500 million hours per day...
Allbound Security and Compliance Ebook
Partner relationships are dynamic and complicated. They’re built through interactions among prospects, partners, and vendors—and technology definitely ...
The 4 Types of Channel Marketing Partners
Navigating the world of channel marketing can be tricky, especially when common industry terms overlap.You might find yourself discussing partnership strategy, believing you...
When is the Right Time To Invest in a PRM Platform?
The truth is, as long as you're working to engage with partners and grow your channel, you could invest in a PRM platform—but should you?...
Urban Legends Debunked: Perfect Business Partners Do Exist.
For many, it seems that finding your perfect partner can be a real challenge. You know you want partners, you've heard how great they can be...
5 Pain Points a PRM Solution Can Help You Solve
For businesses, technology has the power to streamline workflows, create a more efficient operation, and boost revenue. However, sometimes the pace...
10 Steps: How to Build a Business Case Your Executives Will Read
It's 2:30 p.m. on a Thursday afternoon, and you're sweating the important business case you're putting together for the new PRM tool. Your manager wants the report on his desk...
7 Biggest Benefits of Starting a Channel Partner Program
Making the decision to invest resources in starting a channel partner program can be daunting, sending even the most risk-averse entrepreneurs into a cold sweat...
Why Doesn’t Anyone Care About ROI in the Channel?
I was speaking with a Chief Revenue Officer of a mid-market, mar-tech, SaaS company who was earning about $15 million in Annual Recurring Revenue (ARR)...
The Ultimate PRM Guide
If you’re like a lot of people, chances are you’ve never heard of Partner Relationship Management or PRM until recently. After all, channel sales and marketing technology has long been...
Supercharge Your Channel: Partner Success Kit | Allbound
Today’s partners expect more from vendors than ever before, and facilitating success between your company and its channel partners is no easy task...
Best Practices for Engaging Your Channel Partners
Your channel sales program is alive and well, or so you think. You have ample partners, but you know not everyone is engaged. In fact, it seems to be the...
Part 3 to Establishing a Channel Sales Model: Closing Your Partner
If you’re running a channel sales operation, you know that finding the right partners is crucial. Currently, 60 percent of channel partners report needing better systems and processes to ensure...
How to Choose a Partner Portal to Accelerate Your Channel Program
Selecting and implementing a partner portal isn’t the easiest thing to do. However, it’s an important decision that shouldn’t be taken lightly...
4 Steps for Rebuilding Your Channel Program for Recurring Revenue
Chances are, you’ve tried the channel program model, and you didn’t see the ROI that you had anticipated. You might still have a random assortment of partners that provide...
Partner Channel Sales Checklist 2017
A recent Aberdeen Group study explored the increasing impact that channel partner efforts are having on marketing and sales performance...
Guide to Building the Ultimate Channel Sales & Marketing Stack
What is the ideal channel sales and marketing stack for enabling collaboration and boosting revenue? In this free Guide to Building the Ultimate Channel Sales & Marketing Stack,
Aberdeen Study – Partner Channel Sales Study 2017
In this research report, Aberdeen Group explores how channel partner marketing and sales efforts are evolving to become competitive advantages for Best-in-Class companies.
Step 2 to Establishing a Channel Sales Model: Engaging Your Ideal Candidates
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...
GDPR & Data Security: How Allbound is Committed to Protecting You
We are excited to announce that Allbound has expanded into the European Union (EU), with an operational platform in Germany.
Have You Heard of PRM? You Will Now – Allbound is Taking Off
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...
3 Keys to Building-Out your Partner Program in 2018
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...
3 Ways to Boost Channel Sales Through Better Marketing Content
Do you remember when we talked about how 2016 was going to be the year of content marketing? Well, more than a year has passed since we wrote the blog...
4 Steps to Hack the Choosing of a Next-Gen Partner Portal
Today, complex B2B sales cycles demand more. Modern buyers use more information sources than ever to make purchases...
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...
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,...
Sales Acceleration Technology in 2017: 5 Things You Need to Know
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...
3 Things You Can Adopt from Allbound’s Sales & Marketing Stack
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...
Defining Sales Productivity for Partners So You Can Improve It
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...
How to Build a Marketing Stack that Actually Helps Channel Sales
The combination of software products and technologies used by your marketing team is called your marketing stack. In theory, these tools are aligned around sales cycles...
Beyond the Partner Portal: Why SaaS Deserves 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...
5 Tips to Perfect Your Channel Marketing Strategy
When it comes to channel marketing, it’s up to you to provide your partners with the content and materials they need to easily sell your product...
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...
Partner to Partner: When Channel Partners Form Profitable Relationships
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...
Why Sales and Marketing Alignment Is the Key to Channel Success
The business world has fallen into this idea that sales and marketing are two entirely separate pursuits. The different job descriptions, different skill sets...
Getting Channel Ready: Building Indirect Sales Channels in the Subscription Economy
As SaaS and the cloud increasingly creep into every nook and cranny of today’s businesses, technology companies are being forced to implement more innovative ways to stick out...
3 Steps to Constructing a Channel Sales Ecosystem That Lasts
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...
How to Effectively Leverage Automation to Scale a Successful Partner Program
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...
The Holy Grail of SaaS Success: How to Achieve Negative Churn
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...
Why Customer Success and Your SaaS Company’s Success Are One and the Same
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.
Formula to Calculate Your Lead + Channel Velocity Rate (and What It Really Means)
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...
Customer Success and Channel Partners In Today’s SaaS Ecosystem
This past week, Emilia D'Anzica, Vice President of Customer Engagement at WalkMe, joined me for a fireside chat-style webinar where we talked about two things, and two things alone...
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.
Why Partner Activation Percentage Should Be on Your Channel KPI Dashboard
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...
Evaluate Your Channel Partner Program with These 3 Resources
Businesses are constantly growing and changing. So if you’re availing yourself of the unparalleled revenue-building opportunity that is a channel partner program...
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...
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...
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...
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
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’...
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…
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...
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
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...
How to Motivate Channel Sales Partners? 5 Surprising Tactics
A motivated seller will try harder and work longer, knowing that the reward is not just in the results, but in the work itself.
4 Things You Should Have in Your Partner Sales Enablement Toolkit
There are many ways to increase channel partner sales, but using a sales enablement toolkit can push your profits when implemented properly.
Key Elements of a Successful Channel Partner Training Program
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 staf...
5 Tips for Working with Your Channel Partners
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...
Communication: The Secret Ingredient to Channel Partner Engagement
Imagine the following three scenarios in which businesses succeed in opening new doors through indirect sales relationships....
How HubSpot Built a Successful Channel Sales Program
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...
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...
Wow, There Are a Lot of Partners Out There! Choosing, Engaging and Developing the Right Partners
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...
Channel Strategy Tips From Top SaaS Companies
In the recent past, vendors selling SaaS solutions were hesitant to jump into indirect sales, concerned that the subscription-based selling and support model...
Are Your Partner Communications Laughable?
There is another 80/20 rule at play in channel programs. It seems that eighty percent of companies flat out don’t communicate proactively with their partners. The other twenty percent barely...
3 Sales Prospecting Ideas to Fill Your Channel Partner Pipeline
If you are reading this, then you are most likely in sales (orsmarketing). As you already know, keeping your pipeline filled with (qualified) prospects is no easy feat...
9 Most Common Challenges When Implementing a Channel Sales Tool
Not all companies operate the same, employ the same sales strategies or marketing techniques, or thrive in harmonious employee culture alignment...
The Quick Guide to Structuring Your SaaS Partner Program
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...
Guide: Successful SaaS Channel Sales Strategy
In a recent LinkedIn blog post exploring the issue, Tomasz Tunguz, venture capitalist at Redpoint, noted that the channel delivers three uniquely valuable features to companies selling SaaS solutions...
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...
Here’s Why Your SaaS Reseller Program Might Be Failing
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...
Building a Business Case for Account Based Marketing
Account Based Marketing can be a bit of a paradox. On its face, ABM is designed to leverage technology to help your organization scale...
7 Must-Haves When Building a Channel Partner Program
Sales; a never ending grind toward incredible payouts and recognition. As leaders, we have different motivators, but same goal – EXCEED quota, if not just GET to quota...
Salesforce Partner Relationship Management Portal
When it comes to sales acceleration software, there’s no bigger name than Salesforce. But it may not be your best option. How can you determine if Salesforce, Allbound...
Connected Selling vs. Connected Buying: What’s the Difference?
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..
Designing a Partner Program that Breaks the 80/20 Rule | Allbound
There’s a well-known rule in channel sales that states that 80% of your revenue will come from 20% of your partners. Even though most of us know the rule well,...
Collaboration: The New Economics of Partnering
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...
Why Your Next Channel Hire Shouldn’t Be a Channel Person
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...
Partner Relationship Management Technology: Is It Worth The Investment?
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...
How to Breathe Life Into Your Partner Sales Process
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...
The Critical Role That Sales Productivity Tools Play in the Success of Your Partner Program
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...
Reseller Channels in SaaS: Why They May Be Critical To Your Success
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...
6 Essential Tools for Partner Sales Management
Working with an indirect sales team can be quite challenging. Between diverse backgrounds and differences in selling styles, not to mention the potential for huge geographic disconnection...
Improving Channel Sales Force Productivity in Three Easy Steps
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...
PRM vs. Partner Sales Acceleration
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...
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.
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.
How to Motivate Channel Sales Reps to Sell 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.
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.
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...
Why Channel Advisory Boards Are an Absolute Necessity
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...
Using MDF Wisely: Enough with the free swag
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...
Social Selling: Why Companies Need to Enable the Channel with This Strategy
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...
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 organization...
Channel Marketing, Content Marketing and Demand Gen — A Wicked Kool-Aid Combination
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...
5 Guiding Principles to Promote Channel Loyalty From a HubSpotter’s Perspective
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.
Lessons for the Channel from SaaStr Annual 2016
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...
Partner Engagement: The Foundation of Successful Collaboration
It is often said that nothing happens until someone sells something. When it comes to indirect sales and channel partners it could also be said that nothing happens until partners...
Don’t Miss Out on the Loyalty Effect With Channel Partners
When you think of channel partners, what's the first thing that comes to mind? Driving new sales growth, Channel partners' revenue growth and profitability ,Improved competitive advantage
In the Age of the Customer, Focus on Reseller Quality Over Quantity
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...
Customer Marketing In The Subscription Economy
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...
Marketing Automation: #NoFilter
Partner programs are an excellent way to increase your sales, meet your goals, and grow your business. Many companies that implement partner networks have reported wild successes...
Indirect Sales Channels are Evolving – Are you?
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...
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?...
Partners Are Your Biggest Revenue-Building Asset
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,...
3 Sales Hack Messages for Channel Sales and Marketing
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...
Coaching Your Indirect Sales Reps with Gamification
Leveraging channel partners is an effective way to scale your organization, drive pipeline growth, and improve retention. But unfortunately, working with channel partners isn’t as easy as simply setting up...
Create Channel Partner Loyalty with Minimal Effort
When discussing building a partner program, much of the focus is on the recruitment process. However, all the effort it takes to attract and vet partners is nullified if they...
5 Reasons Sales Partners Aren’t Selling Your Stuff
It’s natural for companies to wonder whether a PRM is even necessary for the channel to thrive. After all, they may have significantly more customers in their current pipeline than...
Are Your Channel Partners Resourced For The 5.4?
It’s natural for companies to wonder whether a PRM is even necessary for the channel to thrive. After all, they may have significantly more customers in their current pipeline than...
Channel Analytics in a Partner-Driven World
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...
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