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... And Bad Mistakes, You've Made a Few

09.26.18

Every year our State of Partnering survey* is inundated with mistakes vendors make as they are engaging a solution provider organization. Take a look at the mistakes partners submitted last year then look at the mistakes they submitted this year. Sadly, some themes come up over and over again.  

Topics: Channel Best Practices

Tech Channel Video Cast: Decision Time in the Partner Journey

09.19.18

This week, PartnerPath Principals Diane Krakora and Carol Neslund, review a recent webinar on stage three of the Partner Journey: Decision. They quickly move through the importance of the partner journey and the changing role of partners and into some of the most interesting input from our guest panelist, Steve Roux. If you don't have time for the full 45-minute webinar, be sure to watch this Technology Channel Video Cast and learn a few of the easy fixes vendors could make to be more involved in the decision partners make to pick (or not pick) them.

Topics: videocast

The Benchmark: Performance Metrics and the Partner Perspective

09.13.18

There are so many moving parts in a channel program. How do you know if your partner program is performing well? Do you just look at sales? How do you know if your partners are successful with your products or their businesses? Do you ask them? Just like we collect data every year on the State of Partnering, you should be collecting data on your channel program. The trick is, figuring out what is the best data to collect. We surveyed vendors to see what they typically measure and we also asked partners what's important to them.

Topics: Channel Best Practices

Tech Channel Video Cast: Summer School Roundup

08.20.18

This week PartnerPath Principals Diane Krakora and Carol Neslund, discuss our summer education series on "Lessons in Leadership." Carol hosted the series in July and early August with a goal to help you 'become a better boss,' the four sessions included: (1) Become a good communicator; (2) Coach for your team to succeed; (3) Confronting nonperformance; (4) Leveraging power and influence productively.

Topics: videocast

The Benchmark: Effective Co-Marketing

08.14.18

No matter the product or solution, all companies must perform marketing activities and so must their partners. How are vendors helping their partners create successful marketing campaigns and how do co-marketing activities function? The answers vary from company to company and year to year. Take a look at the trends emerging from 2017 and evaluate whether any changes to your partner marketing processes might be beneficial in 2018 and beyond.

Topics: Channel Best Practices

3 Ways New Buyers Are Affecting Channels

07.31.18

By Diane Krakora, CEO of PartnerPath

I talk about recruiting, enabling and managing indirect partners all the time. The goal of 99% of all technology companies is to leverage indirect channels for increased sales reach, market penetration and customer satisfaction. But beware, there is a tectonic shift coming. It will greatly affect the traditional channel model and some vendors are feeling the ground rumbling.

Topics: Industry Perspective, Featured

The Benchmark: Enablement, Training and Certification

06.19.18

All channel professionals care deeply about partner program elements. Perhaps you're one of the channel professionals who spend weeks, months and years designing and re-designing programs. You benchmark the industry, assess your programs against your competitors and plot enhancements and updates years in advance, aligning training and certification with co-marketing, deal registration, co-selling activities and metrics of success.

Topics: Channel Best Practices

Tech Channel Video Cast: Forrester Wave on TCMA

05.23.18

This week PartnerPath CEO Diane Krakora is joined by Jay McBain, Principal Analyst - Global Channels at Forrester to discuss the recent Wave research on Through Channel Marketing Automation.

Topics: videocast

"How do we compare to the industry benchmark?"

05.10.18

We've all heard this question thrown around in meetings, video calls and Slack chats. Whether you're discussing ROI, KPIs, MDF or G.O.A.T., folks always want to know how they compare to the other gal. The partnering world is no exception. Knowing what your channel competitors and compatriots are doing with their partner programs may help guide your own programs.

Topics: Channel Best Practices

Tech Channel Video Cast: Channel Partners Conference Insights

04.27.18

This week PartnerPath CEO Diane Krakora is joined by Steven Kellam, VP of Strategic Alliances at 360Insights to discuss key insights from the Channel Partners Conference & Expo.

Topics: videocast