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Align channel roles to the partner lifecycle

10.25.17

Through our many client engagements and vendor interviews on this topic, we believe it has become imperative to establish and refine partner management roles to match and support the phases of the partner development lifecycle. We identify the lifecycle in five steps: Attract, Engage, Enable, Ramp and Manage. Ideally, organizations shouldn’t be dumping Channel Account Managers in lieu of Partner Development Managers. Instead, these two roles should be working in concert for maximum engagement throughout the partner lifecycle.

Topics: Channel Best Practices

Tech Channel Video Cast: Partner Advisory Council (PAC) Take Aways

10.20.17

This week Diane Krakora, CEO of PartnerPath is joined by Didi Dayton, Vice President of Worldwide Channels and Alliances at Cylance to discuss the key take aways from the recent Cylance Partner Advisory Council meeting.

Topics: videocast

Tech Channel Video Cast: 10 Channel Terms

10.12.17

 This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, review 10 channel terms regularly used to discuss channel partners, programs and models.

Topics: videocast

Managing Multiple Channel Models

10.10.17

Finding Organization Among the Chaos

Channel partner programs used to be simple: Resellers were VARs and System Integrators were SI. Each had their own programs with lines that were not crossed. But today we have VARs, MSPs, CSPs, SIs, agents, consultants, solution providers and others that can’t be labeled, and few fit neatly into any particular channel partner program.

Topics: Channel Best Practices, Featured

Tech Channel Video Cast: Rubik's Cube of Partner Engagement

10.03.17

 This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, recap the complexities of managing multiple channel models.

Topics: videocast

Tech Channel Video Cast: 5 To Do's for Conference Goers

09.28.17

 This week Diane Krakora, CEO of PartnerPath, shares 5 things to do to make the most of your upcoming channel conferences!

Topics: videocast

Tech Channel Video Cast: 4 Ways to Automate the Partner Experience

09.19.17

 This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, recap four key ways that IT vendors can automate the partner experience.

Topics: videocast

Deal Registration and Co-Marketing Benchmark Data

09.13.17

Data, data, data! Who doesn’t love data?  No doubt you’d enjoy program benchmarking information as you go into 2018 planning, so here are a few highlights from the 104 vendor respondents in our 2017 State of Partnering.  Surprisingly, more vendor respondents offered co-marketing funds than deal registration.

Topics: Channel Best Practices, Featured

Actionable Insights or Disparate Data

09.07.17

Which does your automation system provide?

Lately there has been a lot of talk about automation. Setting up systems to do things without human intervention has become a popular notion in a number of different areas of IT and beyond. But when it comes to managing channel partner relationships  – how is automation best leveraged?

Topics: Channel Best Practices

Tech Channel Video Cast: Highlights from VMworld

09.07.17

 This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, are joined by IT editor and blogger Mike Vizard for a rundown of the channel partner announcements at the recent VMworld Conference.

Topics: videocast