In today’s high-pressure sales environment – where revenue targets soar while budgets tighten – technology vendors need to stay closer than ever to market signals. But how do you stay truly in touch when your go-to-market model depends on partners?
Topics: Partnering Tips
04.30.25
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.
Topics: Partnering Tips, Industry Perspective
04.30.25
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
03.19.25
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.
Topics: Partnering Tips, Industry Perspective
Is AI good or bad? Should it be used in Oscar-nominated movies? I don’t claim to have an answer to either of those questions, but I can say that AI, leveraged correctly, can help vendors save time and personalize some of their tools, processes and content for partners. It’s called a relationship for a reason, and we all know relationships take work. But with only so many hours in the day, it’s worth thinking about how some of the recurring actions of a partner program could be performed by AI.
Topics: Partnering Tips
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
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: 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
