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Our Three Secrets to Managing Change


Change management is leading to sleepless nights. More than 80% of the attendees at our last partner programs roundtable indicated it’s keeping them up at night (yowza). After two decades of partnership model and program consulting experience, we’ve seen all the warning signs of failure. Without organizational change management, your new program, compensation plan, or portal initiative is pretty much worth the paper it’s printed on.

Topics: Partnering Tips, Industry Perspective

10 Steps to Ensure Successful Partner Automation


“We must consider the complex inputs to get to the desired output.” This quote from our webinar guest Lisa Stifelman-Perry, Director, Global Partner Experience Operations at Splunk, A Cisco Company, sounds so simple and yet so many companies don’t properly plan ahead before selecting and implementing partner automation tools.

Topics: Partnering Tips

Is the juice worth the squeeze?


Putting in the work on PRM tools pays off.

Your PRM, known as the Partner Portal to your partners, should hold all the sales tools, automated processes, and enablement necessary to help partners sell your joint value proposition (and deliver on it). That’s easy to write, but in reality, it’s more complex. Anyone who has been through the experience of solution evaluation, implementation, change management and ensuring post-launch success has at some point asked themselves whether “the juice is worth the squeeze.”

Topics: Partnering Tips, PRM

What is Comp Neutrality and why does it matter?


Deciding how to tackle sales compensation is no easy task.

A participant in our recent partnering executive roundtable asked the group: “Are you in favor of or opposed to creating compensation neutrality for your direct field team?” Without missing a beat (and to my surprise), almost half of the roundtable participants said they were against ‘comp’ neutrality. How could anyone be against something with the word “neutral” in it? If you’re not familiar with the term, compensation neutrality means a salesperson gets paid, or their sales quota is retired, at the same rate if the product is sold by a partner or themselves. How compensation is defined for your direct sales force can help or hinder your partnering efforts and there’s no clear consensus on the right answer.

Topics: Partnering Tips, Industry Perspective

Check It Before You Wreck It


Overcome 5 Roadblocks of Partner Digital Experience

At the 2024 Impartner customer event Multiply, we assessed the PRM/partner portal of attendees in a service called ‘Check your PDX’. My co-worker and I conducted these checks in tandem, back-to-back, in 30-minute segments for six straight hours. It was interesting to see the wide landscape of different partner-facing systems but by the end the meagre snacks and prolonged period in front of the screens had us running for the poolside to talk through our findings. One thing that became obvious was how many vendors face the same PDX roadblocks. From lack of focus to partner program alignment, navigating these roadblocks is essential for optimising collaboration and driving mutual growth.

Topics: Partnering Tips, PRM

The New Buzz Words: Partner Contribution


How a shift in perspective is affecting vendors and solution providers.

The promise, hope and resolutions of a new year are starting to fade. The global economic situation is dubious with some businesses recovering from recession woes while others try to scrape by. One thing remains true: companies both large and small are looking anywhere and everywhere for more leads and deals in the pipeline. We are all looking for partners to contribute more to the sales processes but not in the methods of yesterday. “Partner contribution” is what vendors are starting to value in partner ecosystem management but what exactly is partner contribution and how do you measure it? How will it affect partners and vendor partner teams?

Topics: Industry Perspective

Four Partnering Trends Taking Off in 2024


Don’t just see the future, put it to work in your partner program.

In our annual webinar on channel predictions featuring Jay McBain, Chief Analyst – Channels, Partnerships & Ecosystems at Canalys, we discussed four trends impacting how we engage, empower and evolve partner ecosystems. Consider how these trends may impact or improve your partner program.

Topics: Industry Perspective

3 Takeaways from Impartner Multiply


Make holistic partner program changes while optimizing operations.

Traveling in from both sides of the pond, the PartnerPath team ventured to Miami for the Impartner Customer Conference,  Multiply, this week. As Partner of the Year, we know a lot about Impartner, but there’s always a surprise or three at these conferences. Here are three takeaways that stood out to me and had me staring out to sea contemplating how we can better engage partners.

Topics: News and Programs, Industry Perspective

10 Mistakes to Avoid in Your Partner Program


Here's a checklist of 10 mistakes we see people make in designing and running a partner program. For context, details, possible fixes and some friendly banter, watch the video here.

Topics: Partnering Tips

3 Insights for Better Partner Engagement


One solution provider shares actions to take (or avoid) in your partner relationship.

We’ve been beating the drum about the importance of partner experience for a while now (if this is the first you’re hearing of it, grab a cup of coffee and start here). Every step along the partner journey is critical. The experience must be good to attract new partners. The experience must be good to win over and onboard new partners. And the experience must be good to engage and grow your partners.

Topics: Partnering Tips