01.06.17
By Amanda Hawkins, Marketing Director
Benjamin Franklin only named death and taxes as certain, but channel conflict seems destined to join the list. In our annual State of Partnering report, we ask partners to anonymously tell us their top complaints about vendor programs. The answers are, sadly, very similar year to year. But as the market changes and partner business models evolve, there are always new (and vehement) submissions.
Topics: Channel Best Practices
12.28.16
By Diane Krakora, CEO
Dramatic. Yes, I’m going with ‘dramatic.’ There are a host of other words to describe the mergers and divestments, technology and culture, protests and politics of 2016. (I’ll save those for a cocktail party.) But no matter what side of the divide you stood on in any debate, 2016 was not a quiet year. But I keep telling myself change is good. Change brings new ideas, new challenges, renewed participation and unanticipated advancements.
Topics: Channel Best Practices
Thank you for joining us over the past year! We've had 50 of these video chats this year, and this week hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, take a quick look back at some of the top channel news coming out of the channel in 2016.
Topics: videocast, Channel Best Practices
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, have end-of-year crunch time on their minds. Why do we (vendors, partners, customers) all push ourselves to get so much done in the final weeks of the year? At a time when we have family and holidays and 'regular' work to do, we've trained customers to not buy until the last minute. Is it possible to change these habits? Take a listen then share your thoughts.
Topics: videocast, Channel Best Practices
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, talk about something that comes up a lot near year-end, business planning. Why should you do business planning? What should it look like and how can you make the process easier? Charlene talks about why it should be personalized to each partner and Diane brings up the fact that many partners don't want to do it.
Topics: videocast, Channel Best Practices
12.07.16
By Diane Krakora, CEO
In our 10 years of studying trends in the partnering ecosystem, we’ve seen quite a change in not only what we study, but in the maturity of channel partners and programs.
Last year’s study on the State of Partnering revealed ten key trends changing the channel. Here are five:
Topics: Channel Best Practices
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, continue from last week's them of Thanksgiving and take a moment to talk about how partners can thank vendors. Doing business together is what creates the partnership and drives a profitable channel relationship. What small things could a partner do this month to show appreciation to a vendor? Charlene and Diane have come up with three quick ways. Take a listen and let us know what you think.
Topics: videocast, Channel Best Practices
11.30.16
By Chris Smith, VP of Technology
Partner Relationship Management (PRM) is a critical set of tools for companies hoping to engage and empower their channel partners. The relationship between you and your partners must always be managed and nurtured. When your partner feels ignored, the relationship is going to take a critical downturn. Good relationships, the ones that thrive, are built around four things:
Topics: Channel Best Practices, PRM
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, take a moment to extend the Thanksgiving theme to partnering. Why should you thank a partner? For this American holiday, take a moment to think not what your partners are doing wrong or could do better, but what they're doing right and how you might show them your thanks.
Topics: videocast, Channel Best Practices
11.22.16
By Diane Krakora, CEO
Yes, I worded that right. I think vendors are responsible for helping partners succeed in marketing. Most partners have neither the time nor experience to be effective marketers. They need help. And frankly, better partner marketing is in everyone’s best interest. According to research shared at the recent Cisco Partner Summit, when partners bring in their own leads, they close 66 percent more deals and their deals are bigger – by as much as 300 percent.
Topics: Channel Best Practices
