A lot of our discussions in the channel of late have focused on the changing demographics of the channel partner and how vendors must respond to accommodate these changes. Everything from partner program models to sales enablement motions and even what we call channel partners these days is evolving—and mostly for the better, in my opinion.
Topics: Featured, Channel Best Practices
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss procrastination and partner peformance.
Topics: videocast
Through our many client engagements and vendor interviews on this topic, we believe it has become imperative to establish and refine partner management roles to match and support the phases of the partner development lifecycle. We identify the lifecycle in five steps: Attract, Engage, Enable, Ramp and Manage. Ideally, organizations shouldn’t be dumping Channel Account Managers in lieu of Partner Development Managers. Instead, these two roles should be working in concert for maximum engagement throughout the partner lifecycle.
Topics: Channel Best Practices
This week Diane Krakora, CEO of PartnerPath is joined by Didi Dayton, Vice President of Worldwide Channels and Alliances at Cylance to discuss the key take aways from the recent Cylance Partner Advisory Council meeting.
Topics: videocast
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, review 10 channel terms regularly used to discuss channel partners, programs and models.
Topics: videocast
10.10.17
Channel partner programs used to be simple: Resellers were VARs and System Integrators were SI. Each had their own programs with lines that were not crossed. But today we have VARs, MSPs, CSPs, SIs, agents, consultants, solution providers and others that can’t be labeled, and few fit neatly into any particular channel partner program.
Topics: Featured, Channel Best Practices
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, recap the complexities of managing multiple channel models.
Topics: videocast
This week Diane Krakora, CEO of PartnerPath, shares 5 things to do to make the most of your upcoming channel conferences!
Topics: videocast
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, recap four key ways that IT vendors can automate the partner experience.
Topics: videocast
Data, data, data! Who doesn’t love data? No doubt you’d enjoy program benchmarking information as you go into 2018 planning, so here are a few highlights from the 104 vendor respondents in our 2017 State of Partnering. Surprisingly, more vendor respondents offered co-marketing funds than deal registration.
Topics: Featured, Channel Best Practices
