PLM Alliances

AUGUST 21, 2022

As more companies today leverage partners as a vital component of a go-to-market strategy, having world-class channel management is more critical than ever. By some estimates, as many as 70% of alliances fall short of expectations for both the partners and the vendor. How do you know if your strategy is falling short?

Channel management 52

Channel management Successful channels Channels and alliances Co-Alliance 52

PLM Alliances

MAY 16, 2020

As more companies today leverage partners as a vital component of a go-to-market strategy, having world-class channel management is more critical than ever. By some estimates, as many as 70% of alliances fall short of expectations for both the partners and the vendor. How do you know if your strategy is falling short?

Channel management 59

Channel management Successful channels Channels and alliances Co-Alliance 59

PLM Alliances

JUNE 3, 2020

Too often, your product (and engineering), marketing, and sales teams have different points of view on what drives customer value. A well-constructed messaging framework creates a clear and consistent direction. Re-evaluate your sales channels and coverage model. Each has significant strengths and weaknesses.

Conflict resolution and communication 52

Conflict resolution and communication Partnering capability and readiness Sales leadership Risk mitigation 52