11.16.17
It’s one thing for partners to not have the ideal experience with a vendor. There’s always room for improvement (hopefully we’ve informed and advised your improvement). But it’s another thing entirely for partners to regret having joined a vendor’s program in the first place.
Topics: Channel Best Practices
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath recap the five partner program policies that move the needle for channel partner engagement and sales.
Topics: videocast
Top athletes know to get the best results you need to regularly measure performance. In this year’s State of Partnering study, we asked partners all about the elements affecting their experience with vendors. Although Performance Metrics ranked lowest of the partner experience pillars, both vendors and solution providers need metrics to gauge improvement. Plus, everyone likes to know whether they’re doing well.
Topics: Channel Best Practices
This week Diane Krakora, CEO of PartnerPath is joined by IT editor Mike Vizard to discuss the key take aways from the 2017 Cisco Partner Summit.
Topics: videocast
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
