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Changing Channel Partner Communications

05.04.17

Moving Beyond Email

We recently held another of our infamous channel chief roundtable events where a dozen channel leaders across company size and channel maturity gather to discuss trends, opportunities and challenges they’re facing in growing a partner ecosystem. The topic for this session was driving the partner experience – why, how and where vendors can enhance the partners experience, increasing engagement and ultimately leading to more channel sales.

Topics: Channel Best Practices

Tips for your partner infrastructure.

04.26.17

Partners want systems and tools. Make infrastructure a priority.

In this year’s State of Partnering study, we asked partners all about the elements affecting their experience with vendors. These elements sorted into six pillars, with partner infrastructure coming in third place. Partners were also asked to rank the importance of elements comprising infrastructure. The result: a virtual tie between simply ‘having a partner automation system’ and ‘having all the systems tied together with single sign-on (SSO).’ These are together at the top of the list because not only do partners expect automation solutions, they want them. These systems provide access to the tools, materials and people they need to be successful with your products. 

Topics: Channel Best Practices

A New Age of Channel Partner Recruitment

04.12.17

By Diane Krakora, CEO of PartnerPath

As made famous by Marshall Goldsmith, what got you here, won’t get you there. Meaning, what you did to be successful in channel partner recruitment over the last decade will not be successful in recruiting the next generation of cloud-savvy solution providers.

Topics: Featured, Channel Best Practices

How to Set Partner Goals

04.05.17

By Diane Krakora, CEO of PartnerPath

I have an Apple Watch. It was a surprise Christmas gift from my adorable husband a year and a half ago. While I love it for immediate notifications like text and Slack, the Activity tracking app confuses me. If you’re not up on this latest craze, each week the watch sets a daily Move goal for how much you should stand and exercise. I see my progress throughout the day and if I don’t hit my Move goal, the watch recommends a lower daily goal the next week. It feels like a reward for missing the goal. That’s not right. The same is true for partner goals. If a partner doesn’t reach the goals outlined for them by the vendor or program, do you lower their goals? Awe, you didn’t make it … here’s a lower bar for you. That’s no way to drive excellence.

Topics: Channel Best Practices

Tech Channel Video Cast: Springtime M&A in the Channel

03.31.17

Spring is here and so are mergers and acquisitions. This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, talk about some recent M&A and what usually happens to channel programs when companies merge.

HPE, Palo Alto Networks and Verizon have all made recent acquisitions. Will they also acquire the channel programs? What typically happens to channel partners when a larger company buys a smaller company? What should partners be on the lookout for when their vendor is bought? Diane gives four points to work through  if your company is being acquired. Let us know what you think. 

Topics: videocast, Channel Best Practices

Tech Channel Video Cast: 7 Minutes on Partner Enablement

03.24.17

Spring travels are over and hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, are back to talk about Partner Enablement this week. Their 7-minute conversation touches on the ways partner enablement affects partner experience and how the whole idea of enablement has shifted.

Listen to see if you agree that vendors need to be more mindful of how they define enablement and let us know how many partners you think a PAM should handle. Enablement covers a lot of ground and Charlene and Diane love to talk about this important element. Tell us what you think below.

Topics: videocast, Channel Best Practices

Partner Enablement: Not a Cookie-Cutter Process

03.23.17

By Diane Krakora, CEO of PartnerPath

Partner enablement is a tricky thing. Ostensibly, it’s a process designed to help partners be more self-sufficient and able to sell and support solutions to end-customers. In reality, it’s a measuring stick used by vendors to determine when their partners are ready to sell their technology, regardless of whether they actually are. Without a doubt, enablement is a critical process for both vendors and their partners – with the scope and process ever-changing.

Topics: Channel Best Practices

Partnering is All About the Data

03.15.17

Dive into the 2017 State of Partnering Report

By Amanda Hawkins, Marketing Director

If you've ever met our CEO Diane Krakora, attended our webinars or watched our video blog Tech Channel Video Cast, you've probably heard her self-description as a "data girl." I am not a data girl, I'm more a design gal. Every year Diane gets excited about all the data assembled in our State of Partnering study and I get excited about designing the resulting report. But of course, it's not as easy as gathering data and designing a report. Hours and hours (and more hours) go into the research, writing, editing, designing and publishing of our annual State of Partnering report and I'm glad to say, "It's finally done!"

Topics: Channel Best Practices

Top 3 takeaways from a SaaS conference

03.08.17

What I learned my first year at SaaStr

By Rafael Martin, Senior Customer Success Manager

A few weeks ago I attended my first SaaStr Annual. This 3-day conference in San Francisco had sessions on all aspects of SaaS companies including marketing, sales, funding, development and customer success. Surrounded by roughly 10,000 other SaaS enthusiasts, I had a fun experience learning from speakers and meeting my peers. I honestly didn’t know what to expect from the event, but I arrived off BART with an empty backpack (ready for swag) and an open mind. I wasn’t disappointed. Here are my top takeaways as they relate to my job in customer success, which is to help you grow your partner channel with PRM. And –  they’re valuable whether or not you’re in a SaaS company!

Topics: Channel Best Practices

Tech Channel Video Cast: Partners Who Need People

03.03.17

This week hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, talk more about the top pillar affecting partner experience, as surveyed in our 2017 State of Partnering study. People. How are the People elements ranked? What song comes to mind for Charlene? Hear how this information can educate vendors on what they need to work on and where they should invest with their channel partners. We'll be talking, blogging and writing all about partner experience and want to hear what you think. Leave a comment below. 

Topics: videocast, Channel Best Practices