In today’s age of digital transformation, it is likely that your organization has already deployed partner portal software to automate its engagement process with its partners. Let’s be honest, sometimes they resemble a scene from Shallow Hal. Pretty on the outside, not that great on the inside. If company taglines on their partner portal login… Continue reading 5 things your Partner Portal must have

A well-designed partner program is a thing of beauty. Expansion into new markets, lower costs of acquisition, lower churn, and overall higher revenue for any organization. However, these should be thought of as lagging indicators that aren’t possible without first laying the groundwork for your partner program, the first build block being a very clear… Continue reading Designing a successful Partner Program

As the head of channel revenue, you have a target to hit. Your partners have end customer pain to solve for. Seems like this should be easy. It is often not. While collaborating between vendors & partners, sometimes goals become misaligned. One of the common reasons that this happens is the failure of an organization… Continue reading The Major Challenges of Channel Sales

Do you know the power of a well-designed partner program? Creating a partner program is not a cakewalk or simple as it might look. It requires a consistent level of effort to develop a roadmap and continue to iterate on that roadmap. Before bringing partners into your business, it is important to understand if a… Continue reading Creating a High-Performing Channel Partner Program

What is the catalyst that transforms an organization into a brand that is easily recognized?     Everyone talks about being “customer first,” but when it is self-proclaimed, it carries about as much weight with potential partners and prospects as saying “we are the best,” without third-party validation to support the claim. Innovative partner programs can act… Continue reading Expanding the Value of Your Brand Through a Partner Program

“Do you have co-branding?” I have heard this question more times over the past 5 years representing PRM and Channel Management technology than I have any other question. As an eager, and hungry sales leader this question hit me in the gut every time, because my answer was… “No, but…” This was typically followed by… Continue reading Why Co-Branding should be a conversation, not a feature