In most channel deals, there are usually multiple partners involved. For example, in one channel deal, there might be a referring partner, a service partner, an implementation partner, an ongoing support partner—you get the gist. Let’s say you have a deal that involves three partners. Are you able to determine that partner A drove 65… Continue reading The Importance of Measuring Partner Influence in Channel Deals

In a previous post, we talked about what your partner relationship management (PRM) solution can do. A brief recap: With the right PRM system in place, you can create bespoke user journeys for each of your partners based on partner type, role, geographic location, stage of the partner journey, and certification level. In other words,… Continue reading Here’s How You Should Be Using Your PRM Platform

Imagine someone is searching online for a partner relationship management (PRM) solution. They’ll end up at a landing page that talks about PRM technology. Then they’ll fill out a form and receive PRM content in their email. After that, they’ll receive follow-up emails about PRM solutions until, hopefully, they decide to reach into their wallet… Continue reading Here’s What Your PRM Can Do!

When you form a great, mutually beneficial partnership, you can land more clients, expand your business into new markets, and unlock additional revenue streams. At the same time, you can also take advantage of economies of scale, reduce risk, and drive competitive advantage. Successful Channel Partnership Case Studies AWS and MLB Amazon Web Services (AWS),… Continue reading What Starbucks, Barnes & Noble, AWS, and MLB Can Teach You about Strategic Alliances

No matter how well your channel program is doing, there’s always room for improvement. If your goal is to take your program to the next level, you need to develop, implement, execute, and optimize an effective channel strategy. What is a channel strategy? At a very basic level, your channel strategy describes your processes for… Continue reading Rock Your Channel Strategy with These Tips

Early-stage companies often think they are too small for a channel program. They’re wrong. If you want to grow your business, a channel program can be a great way to do it. But not all channel programs are the same. In order to get the best results, you need to take the right approach to… Continue reading Early-Stage Channel Programs Need Channel Tech, Too