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Partner Recruitment: Profile customers to find your partners

02.15.17

Recruit partners like you would a customer. Attract and nurture.

By Diane Krakora, CEO of PartnerPath

You would be amazed at how many people call us every month to help them with partner recruitment. On the one hand, it's usually companies who see the value in leveraging the channel to grow their business (awesome!). On the other hand, I sometimes think they want me to hand them a top-secret document and say, "Shh, here's the magic list of partners for you. Go call them." But calling a list of partners to recruit them into your program not only wouldn't work, it wouldn't be a good partner experience. And a good first impression once lost is lost forever. You might lose the opportunity to work with some great solution providers. Plus, there's no top-secret list.

Topics: 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

3 Sigh-worthy Cloud Facts

02.01.17

What did our webinar panelists have to say about the State of Partnering 2017 data?

By Diane Krakora, CEO of PartnerPath

They say hindsight is 20/20. That adage is never truer than when we analyze the results of our annual State of Partnering study and compare the responses to those of past years. Inevitably, certain trends emerge or certain assumptions are proven true (or false) that sometimes result in me sighing. Noticeably. It’s the audible sign that I have found data that’s not only surprising, but disappointing.

Topics: Channel Best Practices

Tech Channel Video Cast: 3 Channel Data Points for 2017

01.27.17

This week hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss three (or is it five?) major channel data points from our 2017 State of Partnering report. Where is channel growth headed?

Topics: videocast, Channel Best Practices

Tech Channel Video Cast: Regrets, Partners Have a Few

01.20.17

This week hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss more open-ended responses from our 2017 State of Partnering report. One of the questions we ask partners every year is: "Why have you regretted joining a vendor's partner program?" Unfortunately, many of the results are the same year to year.

Topics: videocast, Channel Best Practices

The Importance of the Little Things in Partner Success

01.18.17

By Rafael Martin, Senior Customer Success Manager

Remember when you actually had to pick up the phone to get in touch with someone?  When was the last time you remembered a phone number? Emailing has become the go-to method of communication and simply  picking up the phone to call a customer or partner seems to have gone extinct practically overnight (at the least the dinosaurs had millions of years before saying their good-byes!). Sometimes little things make a huge impact on our customers’ experience. And in the case of the channel, your customers are your partners. Taking simple and consistent steps to establish and maintain a good relationship can make all the difference to customer/partner success.

Topics: Channel Best Practices

Tech Channel Video Cast: Why the same channel mistakes?

01.13.17

Happy New Year! This week hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss some of the open-ended responses from our 2017 State of Partnering study on the top channel mistakes. What are some partner complaints about vendor channel programs and why are they so similar year to year?

Topics: videocast, Channel Best Practices

Channel Therapy: Let's Talk It Out

01.11.17

By Diane Krakora, CEO

I'll tell you now, this is not one of those blogs where I give tips and solutions to make your channel program awesome. Rather, this is what is sometimes called “channel therapy” – a.k.a. our twice-annual channel roundtable with channel executives. We share problems, listen with empathy to ever-growing challenges and give advice to each other. At the end of these sessions someone always comments, “So, we're all facing similar problems. That's good to know. No one has it figured out.” Indeed.

Topics: Channel Best Practices