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Channel Focus 2019 – Day 2


Keynote: New Channels New Challenges

This week, CEO Diane Krakora is in Carlsbad, CA (near San Diego) for the Channel Focus North America Conference. On Day 2, she attended 10 hours of sessions which included 1 keynote, 3 tracks and 12 workshops. (Alas, she can't be in multiple sessions at once!) Watch this 4-minute video to hear her comments on some of the interesting points made in the keynote by Gavriella Schuster titled, "New Channels New Challenges - How should a smart vendor respond?"


Topics: Industry Perspective

Channel Focus 2019 – Day 1


Women's Leadership Council

This week, CEO Diane Krakora traveled to Carlsbad, CA (near San Diego) for the Channel Focus North America Conference. On Day 1, she attended the Women's Leadership Council. Watch this 5-minute video as she runs down the three primary topics covered throughout the day:

  1. What's it like to be a woman in technology?
  2. How do you get a "seat at the table"?
  3. How do you create a personal brand?

Topics: Industry Perspective

SAP Partner Summit 2019


A Focus on Next Generation Partners

This week, CEO Diane Krakora is at Sapphire Now in Orlando, Florida. She kicked off the week with Monday's sessions at the SAP Global Partner Summit. What is their "next generation" partnering about? Diane runs down some of the key elements presented by SAP including partner IP, partner economics and partner experience. SAP packed a TON of information all into one day focused entirely on partners and Diane packed it into 7 minutes. Take a look.


Topics: Industry Perspective

The Transaction is Overrated – Focus on Influence


Your biggest influencers are your partners. Do you track them?

By Diane Krakora, CEO

I realize it’s silly to declare a sales process overrated or worse, irrelevant. But the acquisition of the purchase order (which ignites the operational processes to ship product and book a sale) is meaningless. In days when revenues are paramount, the act of transacting business with customers seems to be the most relevant action within the sales cycle. However, I assert the sale actually happened long before the quote was created or the contract signed.

Topics: Industry Perspective

Channel Partners Expo – 3 Last Day Learnings


Final Takeaways from Partner Discussions

This week CEO Diane Krakora attended Channel Partners Conference & Expo in Las Vegas. On the last day of the conference, the crowd thinned a bit and but there were still plenty of channel conversations to be had. Diane recorded this video highlighting three topics from these discussions. Spoiler, the three things are (1) specializations, (2) customer success and (3) next generation programs. What is their significance? Take a look.


Topics: Industry Perspective

Channel Partners Expo – Channel Transformation with Jay McBain


3 Top Trends from Jay McBain of Forrester

This week CEO Diane Krakora is attending Channel Partners Conference & Expo in Las Vegas. Jay McBain, principal analyst, global channels at Forrester Research, gave the keynote on April 10. He shared ten trends in channel transformation that are disrupting business. Diane shares three of those trends and what they mean for your business (in less than three minutes!).

Topics: Industry Perspective

Channel Partners Expo – 5 Takeaways in 5 Minutes


Behind Closed Doors in a Partner Advisory Board

This week CEO Diane Krakora is attending Channel Partners Conference & Expo in Las Vegas where she sat in on a vendor’s partner advisory board with master agents and agents. Their primary topics of conversation revolved around how they see their businesses morphing and evolving and what vendors can do to help support those changes. Watch Diane's 5-minute video running down the 5 biggest takeaways from the dialogue.

Topics: Industry Perspective

3 Ways New Buyers Are Affecting Channels


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: Featured, Industry Perspective

10 Things I Learned at Channel Partners Expo


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?


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