We’ve all heard the statistics of the changing buyer’s journey. The traditional funnel-based marketing model is dying, being replaced by a cyclical model that emphasizes continual engagement with the customer well beyond the sale. These changes are no less important in their effect on partner marketing.
Topics: Channel Best Practices
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss the role of the Partner Account Manager (PAM). Stuck between marketing and sales, and between the vendor and the partner, is it the worst job in the channel?
Topics: videocast, Channel Best Practices
One of the most persistent issues in the vendor/channel community is the level of relationship between the two. Specifically, how deep should vendors and their channel partners be in each other’s business? If a vendor is too hands-off, its channel partners might accuse it of not helping—or caring—enough to make them successful. If the vendor is too hands-on, its channel partners might accuse it of trying to steal their customers and sabotage their success.
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, reflect on some of the problems mentioned in a recent PartnerPath roundtable hosted at HP. But the real question is, why haven't all these problems been solved yet?
Topics: videocast, Channel Best Practices
By Chris Smith, VP of Technology
When you're shopping for a critical new business solution, do you know the right questions to ask a technology vendor? Should you ask about the programming language or focus on customization requirements? If the product or service is vital to the success of your company, take some time and put together a hit list of answers you need before you can make your purchase. Here are a few good questions to get you started with any new technology vendor.
Topics: PRM
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss the recent professional moves for channel analysts. Do their departures mean anything bigger for channel coverage at large?
Topics: videocast, Channel Best Practices
By Diane Krakora, CEO
When it comes to the role and value of distribution in this new cloud era, it seems as though the death knell has sounded too soon. In fact, distributors stand to become even more relevant for both their vendor and solution provider partners alike.
Topics: Channel Best Practices
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss the recent PartnerPath webinar about the changing role of distribution in the channel. Where do distys go from here?
Topics: videocast
This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, chat about a question Diane has been asked several times lately, "What's the different between a portal and a program?"
04.21.16
That's what we tell our customers when they have a bad partner portal – which is what functions as their website to partners. (We tell our customers that even when they have a good portal, but they clearly don't need convincing.) If you have a great brand but a terrible portal, partners only see the terrible portal. Vendors should make sure they are putting their best foot forward with partners and creating (and maintaining) a fantastic portal that educates, interests and facilitates partner activity. Oh, and it should look good too.
Topics: News and Programs
