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What is Comp Neutrality and why does it matter?

Crack the MSP Code

04.30.25

5 Tips to Build an MSP Partner Program that Works

In our latest webinar, we dove into one of the hottest topics in the partner ecosystem: how to design, support, and evolve Managed Service Provider (MSP) partner programs. Hosted by PartnerPath CEO Diane Krakora and featuring special guest Philippe Bedard, VP of Cloud at Micrologic, the conversation covered everything from measuring partner performance to managing complex channel relationships. The webinar recording is worth a listen, but here are some key takeaways to get you started.

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Topics: Partnering Tips, Industry Perspective

The Partnering Paradox

03.19.25

Executive Turnover and Proving the Value of Partnerships

In today’s fast-paced business landscape, partnerships remain a critical component of go-to-market strategies. Yet, despite their potential for growth and competitive differentiation, many organizations are experiencing a disconnect between their stated commitment to partnerships and the actual investment in partner programs. The result? High turnover among partnering executives and an increasing demand to prove the tangible value of partnerships.

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Topics: Partnering Tips, Industry Perspective

Tariffs: Another case for distribution

02.19.25

How Distribution Partners Can Help Technology Companies

In one of our thought-leadership webinars, Lisa Wight, Global VP of Partner Programs, Success and WW Distribution at Ericsson, made a compelling case for leveraging distribution as part of your indirect partnering strategy. Leveraging distribution partners helps expand reach, optimize supply chains, reduce operational costs, and better serve customers in diverse markets. Local distributors bring valuable market knowledge, regulatory expertise, and logistical support that can facilitate faster market entry, improved customer service, and overall growth. You can hear us expand upon these points in our “Value of Distribution” webinar.

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Topics: Industry Perspective

Balancing the Scales

11.19.24

3 Shifts in Technology Alliances

For thirty years we’ve been helping technology vendors foster alliances with other hardware and software companies. I have to say, most of those technology alliances produced very little value in comparison to the effort involved in building the integration or extension.

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Topics: Industry Perspective

10 Essential Talents for a VP of Partnering

11.06.24

Experienced partner leaders share the skills you should hone.

We had a fantastic summer series with three partnering leaders sharing their background and experience [find the links to watch the recordings at the bottom of this blog or view in the Resource Center]. From these sessions, we learned that VPs wear a lot of hats, and they need the entire organization to support partnering efforts. If you want to be a VP of Partnering, these are 10 talents you need to master:

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Topics: Industry Perspective

In life, as in partnering.

10.16.24

10 Great Quotes to Inspire You

In our August webinar, John Schwan, Head of Partner Sales, North America, at Synopsys, was on fire with great quotes about being successful in partnering. In no particular order, are his pearls of wisdom.

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Topics: Industry Perspective

Think About the Karma

09.04.24

How our partnering community can help each other.

I believe in karma. What you put out into the world comes back to you. ‘Do unto others’ and all that. However, I’ve become concerned about a general trend towards ‘taking’ versus ‘giving’ in our global economic, political and social environments. We’re hearing fewer stories about unqualified generosity and more about wars, dictators, and selfishness.

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Topics: Industry Perspective

Our Three Secrets to Managing Change

05.14.24

Change management is leading to sleepless nights. More than 80% of the attendees at our last partner programs roundtable indicated it’s keeping them up at night (yowza). After two decades of partnership model and program consulting experience, we’ve seen all the warning signs of failure. Without organizational change management, your new program, compensation plan, or portal initiative is pretty much worth the paper it’s printed on.

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Topics: Partnering Tips, Industry Perspective

What is Comp Neutrality and why does it matter?

04.04.24

Deciding how to tackle sales compensation is no easy task.

A participant in our recent partnering executive roundtable asked the group: “Are you in favor of or opposed to creating compensation neutrality for your direct field team?” Without missing a beat (and to my surprise), almost half of the roundtable participants said they were against ‘comp’ neutrality. How could anyone be against something with the word “neutral” in it? If you’re not familiar with the term, compensation neutrality means a salesperson gets paid, or their sales quota is retired, at the same rate if the product is sold by a partner or themselves. How compensation is defined for your direct sales force can help or hinder your partnering efforts and there’s no clear consensus on the right answer.

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Topics: Featured, Partnering Tips, Industry Perspective

The New Buzz Words: Partner Contribution

03.06.24

How a shift in perspective is affecting vendors and solution providers.

The promise, hope and resolutions of a new year are starting to fade. The global economic situation is dubious with some businesses recovering from recession woes while others try to scrape by. One thing remains true: companies both large and small are looking anywhere and everywhere for more leads and deals in the pipeline. We are all looking for partners to contribute more to the sales processes but not in the methods of yesterday. “Partner contribution” is what vendors are starting to value in partner ecosystem management but what exactly is partner contribution and how do you measure it? How will it affect partners and vendor partner teams?

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Topics: Industry Perspective

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