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Tariffs: Another case for distribution

02.19.25

How Distribution Partners Can Help Technology Companies

In one of our thought-leadership webinars, Lisa Wight, Global VP of Partner Programs, Success and WW Distribution at Ericsson, made a compelling case for leveraging distribution as part of your indirect partnering strategy. Leveraging distribution partners helps expand reach, optimize supply chains, reduce operational costs, and better serve customers in diverse markets. Local distributors bring valuable market knowledge, regulatory expertise, and logistical support that can facilitate faster market entry, improved customer service, and overall growth. You can hear us expand upon these points in our “Value of Distribution” webinar.

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Topics: Industry Perspective

Shifting Tides in the Partner Ecosystem

02.05.25

5 Questions Explored in Our Latest Research

The partner ecosystem is evolving rapidly, and our latest research highlights a critical shift: vendors are laser-focused on sales-driven partnerships. But is this approach sustainable?

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Topics: Partnering Tips

10 Insights for the Evolving Partner Ecosystem

01.08.25

Get ready to adapt to the new rules of partner engagement and ecosystem success.

The partner landscape is transforming at an unprecedented pace. In our annual partnering webinar where we answered submitted questions, Diane Krakora and Jay McBain unpacked the trends redefining partnerships, from the rise of non-transactional incentives to the growing dominance of marketplaces. As partners take on multifaceted roles and buyers demand seamless, data-driven experiences, vendors must evolve to stay ahead. Here are the top 10 takeaways from their discussion that every partnering leader should know.

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Topics: Partnering Tips

Balancing the Scales

11.19.24

3 Shifts in Technology Alliances

For thirty years we’ve been helping technology vendors foster alliances with other hardware and software companies. I have to say, most of those technology alliances produced very little value in comparison to the effort involved in building the integration or extension.

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Topics: Industry Perspective

10 Essential Talents for a VP of Partnering

11.06.24

Experienced partner leaders share the skills you should hone.

We had a fantastic summer series with three partnering leaders sharing their background and experience [find the links to watch the recordings at the bottom of this blog or view in the Resource Center]. From these sessions, we learned that VPs wear a lot of hats, and they need the entire organization to support partnering efforts. If you want to be a VP of Partnering, these are 10 talents you need to master:

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Topics: Industry Perspective

In life, as in partnering.

10.16.24

10 Great Quotes to Inspire You

In our August webinar, John Schwan, Head of Partner Sales, North America, at Synopsys, was on fire with great quotes about being successful in partnering. In no particular order, are his pearls of wisdom.

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Topics: Industry Perspective

The Program or the Portal

10.02.24

Which comes first for partnering success?

In the ever-evolving landscape of partnerships, the debate continues over whether to start with a partner program or a partner portal. Both are crucial for fostering successful partnerships. In fact, some people might say one without the other is just as bad as having neither.

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Topics: Partnering Tips, PRM

Engage Your Partners at Every Step

09.18.24

6 Action Items for Success Along the Partner Journey

In the world of technology partnerships, vendors must constantly evolve to meet the needs of their go-to-market partners. As highlighted in our report, “The Partner Journey Through Partner Eyes,” vendors need to take specific, actionable steps to strengthen their relationships with solution providers at various stages of the partner journey. Below are six action items, one for each stage of the partner journey, to help vendors ensure they remain competitive and attractive to their partners.

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Topics: Partnering Tips

Think About the Karma

09.04.24

How our partnering community can help each other.

I believe in karma. What you put out into the world comes back to you. ‘Do unto others’ and all that. However, I’ve become concerned about a general trend towards ‘taking’ versus ‘giving’ in our global economic, political and social environments. We’re hearing fewer stories about unqualified generosity and more about wars, dictators, and selfishness.

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Topics: Industry Perspective

Listen, Learn & Follow Through

08.21.24

Embrace the fundamentals to achieve success as a partnering leader.

My stepson, like many recent college graduates, is trying to figure out what he will be when he grows up. On a recent trip for his graduation, he asked me about how I got into partnering and what skill set I consider important for the job. Trying to answer these questions prompted our summer series of interviews with partnering executives: Bob Skelley, Beth Glasstetter and John Schwan. I asked our first webinar guest, Bob Skelley, Vice President of Channel Sales & Strategy at Arctic Wolf, how he got into partnering and what skill set he thought would be important. His answers about listening, lifelong learning, and consistent follow-through align with those I’ve found to be true.

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Topics: Partnering Tips

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