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3 Ways New Buyers Are Affecting Channels

07.31.18

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 beware, there is a tectonic shift coming. It will greatly affect the traditional channel model and some vendors are feeling the ground rumbling.

Topics: Featured, Industry Perspective

The Benchmark: Enablement, Training and Certification

06.19.18

All channel professionals care deeply about partner program elements. Perhaps you're one of the channel professionals who spend weeks, months and years designing and re-designing programs. You benchmark the industry, assess your programs against your competitors and plot enhancements and updates years in advance, aligning training and certification with co-marketing, deal registration, co-selling activities and metrics of success.

Topics: Channel Best Practices

Tech Channel Video Cast: Forrester Wave on TCMA

05.23.18

This week PartnerPath CEO Diane Krakora is joined by Jay McBain, Principal Analyst - Global Channels at Forrester to discuss the recent Wave research on Through Channel Marketing Automation.

Topics: videocast

"How do we compare to the industry benchmark?"

05.10.18

We've all heard this question thrown around in meetings, video calls and Slack chats. Whether you're discussing ROI, KPIs, MDF or G.O.A.T., folks always want to know how they compare to the other gal. The partnering world is no exception. Knowing what your channel competitors and compatriots are doing with their partner programs may help guide your own programs.

Topics: Channel Best Practices

Tech Channel Video Cast: Channel Partners Conference Insights

04.27.18

This week PartnerPath CEO Diane Krakora is joined by Steven Kellam, VP of Strategic Alliances at 360Insights to discuss key insights from the Channel Partners Conference & Expo.

Topics: videocast

10 Things I Learned at Channel Partners Expo

04.23.18

Content is king

By Diane Krakora, CEO of PartnerPath

As I was winging my way back from a week in Las Vegas at the Channel Partners Conference and Expo, I reflected on several insights from the event. In addition to the ever-present life lessons you gain at a large conference like: drink lots of water (seriously, lots), wear comfortable shoes (but still look good) and don’t mix hard alcohol and red wine (this is key) I came up with ten takeaways from the event. In no particular order:

Topics: Industry Perspective

Tech Channel Video Cast: Adding personalization to your partnering

03.22.18

This week PartnerPath Principals Diane Krakora and Carol Neslund, discuss our latest webinar on Partnering is Personal.

Topics: videocast

Tech Channel Video Cast: How to Be a Better Boss

03.15.18

This week Diane Krakora, CEO of PartnerPath is joined by Carol Neslund, Principal at PartnerPath to discuss our latest webinar on 5 Ways to Be a Better Boss .

Topics: videocast

What's the deal with the data?

03.12.18

A Shortcut to the Top 6 Takeaways in the 2018 State of Partnering

The maturity of partner programs has changed greatly in the twelve years we’ve studied channel ecosystem trends. As an industry, we are far from perfect but continue to improve every year. We believe the survey, data collection, partner and vendor interviews and subsequent analysis represented in our annual State of Partnering is important to advancing the development of channels. Industry trends, challenges, best practices and benchmark data help prepare our clients for success with their channel ecosystems. The data in this report will help you perfect your partnering – elevating your partner engagement, sales and profitability.

Topics: Featured, Channel Best Practices

Tech Channel Video Cast: Meet Carol

03.06.18

This week Diane Krakora, CEO of PartnerPath is joined by Carol Neslund, Principal at PartnerPath to discuss what brought her to her new role at PartnerPath, her channel background, skill sets and our new service offerings .

Topics: videocast