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.
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.
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.
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.
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.
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!"
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!
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.
Partner experience drives partner engagement. The better the experience, the better the engagement. And partner engagement drives sales, market reach and customer satisfaction. Are you giving your partners the best possible experience with your company? In our recent State of Partnering study, we asked solution providers to rank six pillars that affect their experience with a vendor. Overwhelmingly, they ranked “people” as the most important.
This week hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, have a brief chat about more data from our 2017 State of Partnering study. How do partners scrutinize their vendors? How many primary and secondary lines do they carry? And how do partners weight the six pillars that make up their experience with a vendor? Charlene and Diane review the high-level results.