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Tech Channel Video Cast: IBM PartnerWorld 2017

02.17.17

This week hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, chat about some of what Diane heard at this week's IBM PartnerWorld Leadership Conference, held February 13-16 in Las Vegas.

Topics: videocast, Channel Best Practices

Partner Recruitment: Profile customers to find your partners

02.15.17

Recruit partners like you would a customer. Attract and nurture.

By Diane Krakora, CEO of PartnerPath

You would be amazed at how many people call us every month to help them with partner recruitment. On the one hand, it's usually companies who see the value in leveraging the channel to grow their business (awesome!). On the other hand, I sometimes think they want me to hand them a top-secret document and say, "Shh, here's the magic list of partners for you. Go call them." But calling a list of partners to recruit them into your program not only wouldn't work, it wouldn't be a good partner experience. And a good first impression once lost is lost forever. You might lose the opportunity to work with some great solution providers. Plus, there's no top-secret list.

Topics: Channel Best Practices

Tech Channel Video Cast: Partner Types

02.10.17

This week hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss more data from our 2017 State of Partnering report: how do partners define themselves by partner type?

Topics: videocast, Channel Best Practices

4 Findings on Partner Business Growth

02.08.17

By Diane Krakora, CEO of PartnerPath

Topics: Channel Best Practices

Tech Channel Video Cast: The Changing Sources of Partner Sales

02.03.17

This week hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss one of the interesting data points from our 2017 State of Partnering report: how are partner sales changing?

Topics: videocast, Channel Best Practices

3 Sigh-worthy Cloud Facts

02.01.17

What did our webinar panelists have to say about the State of Partnering 2017 data?

By Diane Krakora, CEO of PartnerPath

They say hindsight is 20/20. That adage is never truer than when we analyze the results of our annual State of Partnering study and compare the responses to those of past years. Inevitably, certain trends emerge or certain assumptions are proven true (or false) that sometimes result in me sighing. Noticeably. It’s the audible sign that I have found data that’s not only surprising, but disappointing.

Topics: Channel Best Practices

Tech Channel Video Cast: 3 Channel Data Points for 2017

01.27.17

This week hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss three (or is it five?) major channel data points from our 2017 State of Partnering report. Where is channel growth headed?

Topics: videocast, Channel Best Practices

Walk a Mile in Your Partner’s Shoes

01.25.17

Impersonate a Partner and Experience Your Own PRM System

By Chris Smith, VP of Technology

Topics: PRM

Tech Channel Video Cast: Regrets, Partners Have a Few

01.20.17

This week hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss more open-ended responses from our 2017 State of Partnering report. One of the questions we ask partners every year is: "Why have you regretted joining a vendor's partner program?" Unfortunately, many of the results are the same year to year.

Topics: videocast, Channel Best Practices

The Importance of the Little Things in Partner Success

01.18.17

By Rafael Martin, Senior Customer Success Manager

Remember when you actually had to pick up the phone to get in touch with someone?  When was the last time you remembered a phone number? Emailing has become the go-to method of communication and simply  picking up the phone to call a customer or partner seems to have gone extinct practically overnight (at the least the dinosaurs had millions of years before saying their good-byes!). Sometimes little things make a huge impact on our customers’ experience. And in the case of the channel, your customers are your partners. Taking simple and consistent steps to establish and maintain a good relationship can make all the difference to customer/partner success.

Topics: Channel Best Practices