Talk to Us


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

A Partner Portal is Not a Silver Bullet


Follow 5 principles for a PRM that improves partner experience

The new generation of partners are digital-first. They want to self-serve partnership information online – not pick up a phone and make a call (do phones still do that?) to then be emailed a fuzzy scanned PDF (which is probably out of date). From onboarding and enablement processes to opportunity registration and marketing, all partner information should be easily accessed from your partner portal/PRM (Partner Relationship Management) solution. However, a basic implementation of a PRM (where you throw every document you have every created online behind a gated login) isn’t going to cut it anymore. Purchasing and deploying a partner portal is not enough to drive success with your partners. An effective partner portal follows the same design principles as the partner program and the user experience should be designed for maximum partner engagement.

Topics: Featured, Partnering Tips, PRM

3 Tips to Organize Your PRM


Provide a better partner experience by showing some TLC to your PRM system.

You would be shocked to know the variety of partner portal and PRM systems I’ve worked on, but one thing remains the same: the need for organization. There are many components to a PRM system: the back end, the front-end, the bi-directional sync to multiple other systems. On top of that, there are different individuals, business units and management levels that must come together to ensure a well-updated, easy-to-use, one stop place for partner engagement. Maintaining a successful PRM system may feel like a moving target, but with some organization, you can be a hero to partners and give them a good experience. Here are my top 3 tips for a successful PRM:

Topics: Partnering Tips