Talk to Us

Blog

3 Ways New Buyers Are Affecting Channels

07.31.18

By Diane Krakora, CEO of PartnerPath

I talk about recruiting, enabling and managing indirect partners all the time. The goal of 99% of all technology companies is to leverage indirect channels for increased sales reach, market penetration and customer satisfaction. But beware, there is a tectonic shift coming. It will greatly affect the traditional channel model and some vendors are feeling the ground rumbling.

Topics: Industry Perspective, Featured

10 Things I Learned at Channel Partners Expo

04.23.18

Content is king

By Diane Krakora, CEO of PartnerPath

As I was winging my way back from a week in Las Vegas at the Channel Partners Conference and Expo, I reflected on several insights from the event. In addition to the ever-present life lessons you gain at a large conference like: drink lots of water (seriously, lots), wear comfortable shoes (but still look good) and don’t mix hard alcohol and red wine (this is key) I came up with ten takeaways from the event. In no particular order:

Topics: Industry Perspective

How Close Should Your Partner Relationship Be?

05.18.16

One of the most persistent issues in the vendor/channel community is the level of relationship between the two. Specifically, how deep should vendors and their channel partners be in each other’s business? If a vendor is too hands-off, its channel partners might accuse it of not helping—or caring—enough to make them successful. If the vendor is too hands-on, its channel partners might accuse it of trying to steal their customers and sabotage their success.

Topics: Channel Best Practices, Industry Perspective

Tech Channel Video Cast: Vendor Priorities for Their Partner Ecosystem

04.08.16

This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss one of the data points from our 2016 State of Partnering report: What are the top vendor priorities for growing and managing their partner ecosystem in 2016?

Topics: videocast, Channel Best Practices, Industry Perspective

Partners and Vendors Disconnected on the Shift to the Cloud

04.06.16

By Diane Krakora, CEO

Last week I discussed a few eyebrow-raising comments Chris Rimer of IBM made during our most recent webinar. Chris, one of two guests during the webinar, positioned that vendors are not responsible for funding partners’ shift to the cloud.

Topics: Channel Best Practices, Industry Perspective

Tech Channel Video Cast: Who is responsible for business model transition?

04.01.16

This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss some comments made in our recent webinar, "Resale vs. Referral: How is cloud changing partner roles?" (Listen to the recording or read some of the highlights.)

Topics: News and Programs, videocast, Channel Best Practices, Industry Perspective

The Changing Role of Partners in the Cloud

03.30.16

It’s no surprise the cloud has impacted every facet of the IT space, from the way technology is built, sold and delivered to the way vendors and partners interact. It’s also no surprise that the number of partners that have the ability to support a cloud-only business model is disappointingly low. That’s why the question, “What is the role of partners in an increasingly cloud-focused world?” is being asked regularly—and often with different answers.

Topics: Partnering Tips, Channel Best Practices, Industry Perspective

Tech Channel Video Cast: The Ongoing Customer Lifecycle

03.25.16

This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Amanda Hawkins, Marketing Director at PartnerPath, talk about a new infographic showcasing the changing funnel in the new customer lifecycle. Vendors and partners both can benefit from understanding the change from a traditional funnel to an new ongoing sales and marketing cycle. In the second half of the discussion Charlene and Amanda focus on what steps marketers can take at each stage of the customer lifecycle to keep customers engaged. What do you think of our five steps to get started?

Topics: videocast, Channel Best Practices, Industry Perspective

Building a Customer for Life

03.23.16

Consistent and constant customer engagement equals lifetime customer revenue.

By Amanda Hawkins, Marketing Director

Topics: Partnering Tips, Industry Perspective

Tech Channel Video Cast: Partner Regrets About Vendor Programs

03.18.16

This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, discuss some of the findings from the PartnerPath 2016 State of Partnering report around partner regrets. According to partners, what are the top three reasons they regret joining a vendor's channel program? What are the bottom two? How have these rankings changed over the last several years? Be sure your channel program isn't causing your partners to have regrets. Take a listen and let us know what you think of the results.

Topics: Partnering Tips, videocast, Industry Perspective