5 Questions Explored in Our Latest Research
The partner ecosystem is evolving rapidly, and our latest research highlights a critical shift: vendors are laser-focused on sales-driven partnerships. But is this approach sustainable?
The partner ecosystem is evolving rapidly, and our latest research highlights a critical shift: vendors are laser-focused on sales-driven partnerships. But is this approach sustainable?
Topics: Partnering Tips
01.22.25
We are often asked for advice on a crucial decision: should partnership leaders double down on their current partners to deliver better results, or should they recruit new ones?
Topics: Partnering Tips
The partner landscape is transforming at an unprecedented pace. In our annual partnering webinar where we answered submitted questions, Diane Krakora and Jay McBain unpacked the trends redefining partnerships, from the rise of non-transactional incentives to the growing dominance of marketplaces. As partners take on multifaceted roles and buyers demand seamless, data-driven experiences, vendors must evolve to stay ahead. Here are the top 10 takeaways from their discussion that every partnering leader should know.
Topics: Partnering Tips
10.02.24
In the ever-evolving landscape of partnerships, the debate continues over whether to start with a partner program or a partner portal. Both are crucial for fostering successful partnerships. In fact, some people might say one without the other is just as bad as having neither.
Topics: Featured, Partnering Tips, PRM
09.18.24
In the world of technology partnerships, vendors must constantly evolve to meet the needs of their go-to-market partners. As highlighted in our report, “The Partner Journey Through Partner Eyes,” vendors need to take specific, actionable steps to strengthen their relationships with solution providers at various stages of the partner journey. Below are six action items, one for each stage of the partner journey, to help vendors ensure they remain competitive and attractive to their partners.
Topics: Partnering Tips
08.21.24
My stepson, like many recent college graduates, is trying to figure out what he will be when he grows up. On a recent trip for his graduation, he asked me about how I got into partnering and what skill set I consider important for the job. Trying to answer these questions prompted our summer series of interviews with partnering executives: Bob Skelley, Beth Glasstetter and John Schwan. I asked our first webinar guest, Bob Skelley, Vice President of Channel Sales & Strategy at Arctic Wolf, how he got into partnering and what skill set he thought would be important. His answers about listening, lifelong learning, and consistent follow-through align with those I’ve found to be true.
Topics: Partnering Tips
08.07.24
Partnerships play a pivotal role in driving growth and innovation. However, not all partnerships are created equal. When the long lunches and social events are over, you may be faced with tough conversations about missed growth goals. A friendly partnership may seem beneficial on the surface, but it doesn't always translate to a successful and mutually rewarding relationship. Check out three strategies to help you navigate the complexities of professional collaborations and build partnerships that stand the test of time.
Topics: Partnering Tips
I’m a fan of indirect channels and I’ve spent years helping companies engage, empower and evolve partner ecosystems. I’ve always defended solution providers to vendors who undervalue partner contributions. But lately I’ve noticed that customers are being sold complex solutions when simpler ones will do – and I suspect partners are partly to blame. Don’t get me wrong, direct sales are also guilty of selling complexity. The fact is: complex solutions ensure lucrative services revenues (which is bread and butter for partners). But ultimately, everyone wants happy customers. If the right thing for the customer is a simpler solution (with a faster install, easier onboarding and less ongoing maintenance), how do we encourage a shift in sales priorities?
Topics: Partnering Tips
Recently, I had the pleasure of going ‘on tour’ in Europe to help Impartner host three Partnership Leaders Meetup events. PartnerPath is the Impartner Partner-of-the-Year for 2024 (what a mouthful) and I jumped at the chance to meet partnering enthusiasts on my side of the pond. The ‘tour’ was more networking and finger food than guitars and trashed hotel rooms, but still a very cool experience.
Topics: Partnering Tips, PRM
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.
Topics: Partnering Tips, Industry Perspective