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Tech Channel Video Cast: Agent Model for As-a-Service Offerings

12.06.17

This week, host Diane Krakora, CEO of PartnerPath is joined by Chris Rimer, Vice President of IBM's North America Cloud Ecosystem to discuss the diverse partner types and models that help grow IBM's sales and support across a wide array of as-a-service offerings.

Topics: videocast

Tech Channel Video Cast: Partner Performance & Predictability

12.01.17

 This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath recap the three metrics of partner performance as rated by solution providers and get into a discussion on creating predictability in partner performance.

Topics: videocast

Measuring Partner Performance: Metrics That Matter

11.30.17

For the better part of a year now, I’ve been banging the drum about partner experience. Much of that is because of what we’re seeing among partner ranks—an evolution into true “solution providers” as they address customer needs with a more solution-centric rather than vendor-centric approach.

Vendors, meanwhile, now find themselves working doubly hard to remain relevant to this new breed of partner. Where it once didn’t matter as much how easy it was—or not—for channel partners to access sales tools, for example, today vendors are being judged by their partners on this and other seemingly innocuous metrics.  

Topics: Channel Best Practices

Tech Channel Video Cast: Digital Marketing Initiatives for Partners

11.18.17

This week, host Diane Krakora, CEO of PartnerPath is joined by Meaghan Sullivan, Vice President of Global SME & Partner Marketing at SAP to discuss the digital marketing initiatives SAP is undertaking to help channel partners be successful driving demand.

Topics: videocast

Renew Your Focus on Channel Conflict

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

Tech Channel Video Cast: Program Policies Webinar Wrap Up

11.07.17

 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

Start measuring important performance metrics.

11.07.17

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

Tech Channel Video Cast: 3 Take Aways from Cisco Partner Summit

11.03.17

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

Are Your Program Policies Helping or Hurting Your Channel Partner Relationships?

10.31.17

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: Channel Best Practices, Featured

Tech Channel Video Cast: A time for measuring partner performance

10.27.17

 This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss procrastination and partner peformance.

Topics: videocast