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3 Priorities from the Cisco Digital Partner Summit

11.17.20

Plus, a look at their new partner program

With all the uncertainty in my country and the world right now, it was comforting to have a consistent message from Cisco during their recent partner summit. Cisco CEO Chuck Robbins opened the event with a hopeful message of agility and resilience – skills that have been tested in my household these last eight months. My husband is a commercial airline pilot and for an industry not known for their agility, they’ve moved quickly in altering routes and schedules. Needless to say, our household has tried to embrace both agility and resilience amidst the uncertainty, to varying degrees of success. I’m sure many of you have your own stories of needing to adapt quickly to job, family and life changes.

Topics: News and Programs

3 Ways New Buyers Are Affecting Channels

10.21.20

By Diane Krakora, CEO of PartnerPath

I talk about recruiting, enabling and managing indirect partners all the time. The goal of 99% of all technology companies is to leverage indirect channels for increased sales reach, market penetration and customer satisfaction. But there has been a shift that greatly affects the traditional channel model and some vendors are feeling the change.

Topics: Industry Perspective

Partner Recruitment: Profile customers to find your partners

08.19.20

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: Featured, Channel Best Practices

Darwinism Versus Protectionism

07.01.20

Are you culling the herd or protecting vulnerable partners?

In our recent channel chief virtual roundtable event, we discussed the effects of the global pandemic on partnering plans and programs. Accelerated digital transformation ushered in by social distancing practices is driving all ten participants to change some aspect of their channel model. Framework adjustments include new compensation plans, shifting to virtual education platforms, delaying program launches and changing criteria for spending MDF. But the most divergent conversation regarded what to do with small and medium partners who are financially struggling during these uncertain times.

Topics: Industry Perspective

6 Elements of SaaS Partner Programs

04.29.20

In this month’s PartnerPath Trailblazer Forum, seven participants discussed elements to consider when designing a SaaS partner program. From the attentive and lively discussion, it was clear the elements fall into six buckets – and that each element depends on several factors such as company goals, product complexity, end-customer target, history of channel relationships and overall size of partner ecosystem. Think about these six elements and know that ultimately your SaaS partner program will be unique to your situation. There is no one right answer for how to deal with these elements.

Topics: Industry Perspective

COVID-19 & The Channel

04.08.20

6 Ways to Adapt

As an extrovert, today’s milestone of one month stuck at home is particularly traumatic. The San Francisco Bay Area was among the first to receive orders to Shelter in Place, and I’m going a little crazy. To distract myself from missing large gatherings (or any gatherings), I’ve been pondering: how is the COVID-19 pandemic affecting the solution provider ecosystem and the vendors that rely on indirect channels?

Topics: Industry Perspective

Vendors, Fix Your Mistakes

11.20.19

What mistakes are vendors making with their partner ecosystem?

A major data point driving home MAKE FEWER MISTAKES is the list of open-responses from partners* detailing mistakes vendors make as they are engaging a solution provider organization. Direct from partners, the submissions center around three themes again this year:

Topics: Channel Best Practices, Industry Perspective

Cisco Partner Summit – DevNet

11.18.19

This month, CEO Diane Krakora attended the Cisco Partner Summit in Las Vegas. In this short video, listen to her chat about Cisco DevNet, the developer program that delivers APIs, SDKs and sandbox to developers. It's critical that partners have the ability to build solutions and create customer outcomes.

HubSpot Video

Topics: Industry Perspective

Cisco Partner Summit – Customer Success

11.15.19

This month, CEO Diane Krakora attended the Cisco Partner Summit in Las Vegas. On day two, she listened to numerous roundtables where the terms customer experience, customer success, customer satisfaction and customer lifecycle were used interchangeably. AHHHH! Listen to her short video explaining why these are all different and then focus in on the critical element of customer success.

HubSpot Video

Topics: Industry Perspective

Cisco Partner Summit – Own Your Edge

11.13.19

This month, CEO Diane Krakora attended the Cisco Partner Summit in Las Vegas. On day one, she attended the keynote from CEO Chuck Robbins and found several of his key points interesting, in particular the idea of engaging different types of partners and examining unique partner value. Listen to her quick take on the day.

HubSpot Video

Topics: Industry Perspective