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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

17 Channel Mistakes Vendors Make

01.06.17

By Amanda Hawkins, Marketing Director

Benjamin Franklin only named death and taxes as certain, but channel conflict seems destined to join the list. In our annual State of Partnering report, we ask partners to anonymously tell us their top complaints about vendor programs. The answers are, sadly, very similar year to year. But as the market changes and partner business models evolve, there are always new (and vehement) submissions.

Topics: Channel Best Practices

2016 – The Year That Was ...

12.28.16

By Diane Krakora, CEO

Dramatic. Yes, I’m going with ‘dramatic.’ There are a host of other words to describe the mergers and divestments, technology and culture, protests and politics of 2016. (I’ll save those for a cocktail party.) But no matter what side of the divide you stood on in any debate, 2016 was not a quiet year. But I keep telling myself change is good. Change brings new ideas, new challenges, renewed participation and unanticipated advancements.

Topics: Channel Best Practices

Tech Channel Video Cast: Reflect & Look Ahead

12.22.16

Thank you for joining us over the past year! We've had 50 of these video chats this year, and this week hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, take a quick look back at some of the top channel news coming out of the channel in 2016.

Topics: videocast, Channel Best Practices

Tech Channel Video Cast: End-of-year Crunch Time

12.16.16

This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, have end-of-year crunch time on their minds. Why do we (vendors, partners, customers) all push ourselves to get so much done in the final weeks of the year? At a time when we have family and holidays and 'regular' work to do, we've trained customers to not buy until the last minute. Is it possible to change these habits? Take a listen then share your thoughts.

Topics: videocast, Channel Best Practices

Tech Channel Video Cast: What's the deal with business planning?

12.09.16

This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, talk about something that comes up a lot near year-end, business planning. Why should you do business planning? What should it look like and how can you make the process easier? Charlene talks about why it should be personalized to each partner and Diane brings up the fact that many partners don't want to do it. 

Topics: videocast, Channel Best Practices

Top Trends Changing the Channel

12.07.16

By Diane Krakora, CEO

In our 10 years of studying trends in the partnering ecosystem, we’ve seen quite a change in not only what we study, but in the maturity of channel partners and programs.

Last year’s study on the State of Partnering revealed ten key trends changing the channel. Here are five:

Topics: Channel Best Practices