Talk to Us

Blog

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

The Right Partner Experience: The Importance of People

03.01.17

By Diane Krakora, CEO of PartnerPath

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.

Topics: Featured, Channel Best Practices

Tech Channel Video Cast: Partners Scrutinize Their Vendors

02.24.17

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.

Topics: videocast, Channel Best Practices

Tech Channel Video Cast: Partner Types

02.10.17

This week hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss more data from our 2017 State of Partnering report: how do partners define themselves by partner type?

Topics: videocast, Channel Best Practices

4 Findings on Partner Business Growth

02.08.17

By Diane Krakora, CEO of PartnerPath

In my last blog post I shared findings from some of the data presented in our January 2017 State of Partnering webinar and the factors contributing to the very slow progress of cloud for vendors. I used a seemingly slow football clock as an analogy for how long it can take for a play (cloud) to finish, and now I feel the analogy has even more layers. (Just ask the Boston Patriots how much can be accomplished in the final minutes of a game.) But there’s more than one side to the cloud conversation. Our State of Partnering study also revealed some interesting findings from solution providers who took the survey.

Topics: Channel Best Practices

Tech Channel Video Cast: The Changing Sources of Partner Sales

02.03.17

This week hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss one of the interesting data points from our 2017 State of Partnering report: how are partner sales changing?

Topics: videocast, Channel Best Practices