Where is the Reporting Line for an Alliance Team?

Peter Simoons

Last week I was asked a question about where would be the best location for an alliance & partnerships team in an organisation for reporting purposes. Like with many things in alliances & partnerships there isn’t one single answer that fits all organisations!

The Difference Between a Partnership and an Alliance

Peter Simoons

Do you ever wonder what the difference is between partnerships and alliances? The words partnerships and alliances are generally used interchangeably. Some people confuse the terminology even further by using the word alliance when they mean a channel relationship or a licensing deal.


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Common Channel Blind Spots


In the Channel Expert Office Hours series, channel expert Raegan Wilson answers questions about channel management. What are common channel blind spots? The three common channel blind spots include: 1. Channel Management Channel Success Indirect Sales Channel

The Five Traits of an All-Star Alliance Partner


In recent years, the world of sales has shifted from a mostly direct sales model to a more alliance-based, indirect sales model. Increasing revenue through alliances isn’t as easy as it sounds though, it is essential that you maintain a strong, value-driven relationship with your partners.

What Does Digital Transformation REALLY Mean for the Channel?


It is imperative that we reshape our channel cultures now, so we don’t fall behind our competitors. It’s important to have channel and alliance leaders who know how to work in the digitized landscape. They improve workflows and drive more revenue for channel teams.

The Top 22 IT Channel Partners of 2022

Channel Insider

A great channel partner is in the eye of the beholder and can depend on whom you ask. Analysts, industry groups, IT vendors, and customers all have their own views on the best IT channel partners. Here are our picks for the 22 best IT channel partners in 2022.

Three New Channel Stars Bolster Impartner’s 2022 Channel Chief Advisory Board


The head of an alliance trade group, a well-regarded industry consultant and the founder of a global channel agency join Impartner’s roster of industry luminaries. The post Three New Channel Stars Bolster Impartner’s 2022 Channel Chief Advisory Board appeared first on Impartner PRM.

Understanding different channel sales models


Understanding Different Channel Partner Models & Personas. In today’s highly competitive environment, understanding the different partner types and channel models is the key to enjoying a winning partner-mindshare. This involves forming strategic alliances with channel partners.

We Need All of our Alliances to be Agile!

Phoenix Consulting Group

Seclore is an emerging security software startup with a broad ecosystem of channels, technology alliances and OEMs. A year after the workshop, Kristina remarked “Thinking back to the workshop, I’ve come to appreciate that “we need all of our alliances to be agile.”. “We Now in Strategic Alliances or Partner Management, we’re seeing the shift towards ABA or Account-Based Alliances. 1. Focus on customer through account based alliances.

One Team, One Dream: How to Align Sales and Alliances for Revenue Success


Software companies adopting the Cloud Marketplaces as a go-to-market channel are seeing tremendous value from their sales and alliances teams working as one. We’ve recently seen an emergence of cloud specialists in alliances teams.

Channel Sales for SaaS Webinar

Channel Incentive Best Practices

Looking to take your SaaS solutions to market via the Channel? If so, join Channel Mechanics for the upcoming webinar “Channel Sales for SaaS”, with guest speakers, Justine Cross , Managing Director, EMEA Channels and Nehul Goradia , Co-Founder, Enabler ONE.

3 Tips for Choosing the Right Channel Partners (Channel Journeys Podcast with Rob Spee)


Table of contents: Recruiting the wrong channel partners. Tip #1: Have a well-defined channel strategy. Tip #3: Keep a scorecard for channel partners. Evolving your channel strategy as you grow. Have the resources and mindset to support large channel partners.

Six Disciplines of Successful Channel Management

PLM Alliances

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.

Oracle NetSuite’s Craig West on Partner Enablement

The 2112 Group

While training and enablement are universally seen as a channel necessity, connecting the value to the outcome often proves elusive. One vendor that’s making enablement a core piece of its channel strategy and partner relationships is Oracle NetSuite.

7 Steps to Building a Lucrative Channel Sales Strategy


Channel sales slowed; or crashed; dramatically, and both vendors and channel partners found their established partner programs ill-equipped to cope with the fallout. Choosing the wrong channel partners can increase costs, limit revenue growth, and surrender market share to competitors.

Channel Chats Ep 2: Partner Insights From a Cloud Leader

PLM Alliances

In our second Channel Chat episode, The Spur Group's CMO, Richard Flynn, is joined by Snowflake's Colleen Kapase , VP WW Partners & Alliances. Highlights of the conversation include: What's unique about channel management at Snowflake. Aligning channel and field sales.

Complex Account Mapping Returns the most Reliable Account Matches for Your Enterprise Sales Team


Because PartnerTap addresses both enterprise sales teams and channel teams, our matching technology needs to provide the most accurate matches possible. Great channel salespeople work well with their partners.

5 Channel Trends & Program Impact Predictions for 2022

ITA Group

5 Channel Trends & Program Impact Predictions for 2022. All contribute to a tremendous shift across indirect channel programs. To help channel leaders prepare, ITA Group experts have identified five key trends for you to prioritize in 2022.

How to Drive Impact with Channel Capacity Planning

PLM Alliances

Effective channel management is all about driving customer wins, managing channel sales, and building market coverage. As a channel leader, it is your role to ensure you plan effectively to have the right number of partners in the right places to drive the right results.

Zebra’s Bill Cate on Working With Influence Partners

The 2112 Group

Bill Cate, vice president of marketing and channels at Zebra Technologies, joins Channelnomics’ Changing Channels host Larry Walsh to discuss the role of non-transacting partners in go-to-market strategy. At least that’s what conventional channel wisdom says.

Accelerate Channel Revenue with Smarter Program Choices

Channel Incentive Best Practices

Channel Mechanics is delighted to announce registration for their forthcoming Webinar: “ Accelerate Channel Revenue with Smarter Program Choices ” with guest speakers, Natalia Vianden , Director Global Channel Programs at Extreme Networks, A.J. Channel Partner Nurture Programs.

Four Roadblocks Partnerships Hit Within the First Year


When the channel makes money, you make money. Alliance managers on both sides need to communicate often. If channel conflict arises, Alliance Managers should act swiftly to resolve it. So, some alliance managers find themselves in a catch 22.

4 Best Practices to Lay the Foundations for Your Channel Partnerships


Table of contents: Introduction: 4 best practices to lay the foundations for your channel partnerships. Best practice 1: show your channel partners you’ve done the homework - show them a plan. Getting feedback from channel partners. Plan your channel strategy locally.

IT Channel Pins On-Premises Sales Hopes on Second Half

Channel Insider

IT vendors and channel partners alike are betting heavily that upgrades to data centers will begin in earnest in the second half of this year as IT personnel return to work in these facilities. Channel execs optimistic. Many channel chiefs and distribution executives also appear cautiously optimistic. Regardless of the rate of recovery, however, channel partners will as always need to pick their spots. Competitive channel market. News and Trends Channel Market

Druva Adds Managed Services to Data Protection Channel Program

Channel Insider

The post Druva Adds Managed Services to Data Protection Channel Program appeared first on Channel Insider.

An asset recommendation engine can add tremendous value to partner marketing efforts: Here’s how


Channel partners on the other hand, just share whatever they feel is a decent fit, and, if they don’t find the right marketing support and assets, they may instinctively just move on to other vendors’ products and start pushing them instead.

Leveraging Partners to Drive Strategic Value in 2022


Efforts to better utilize partners require that you do not forget that channel partners are very different from your internal direct sales teams. When it comes to making channel partnerships stronger, you have to start with the basics of partner education and training.

How to Plan, Manage, and Measure Strong Channel Business Partnerships

Successful Channels

I have been looking for inspiration on the “how-to” process for building deeper channel partnerships. can do to build stronger and more committed partnerships for their channel. And, how more committed partnerships generate greater levels of revenue contribution from your channel.

Best Practices for Hosting a Channel Partner Summit & Other Partner Events

ITA Group

Best Practices for Hosting a Channel Partner Summit & Other Partner Events. Building relationships is the crux of all indirect channel efforts—whether it’s done through field and account managers, marketing efforts or channel program elements.

Are Your Channel Partners Getting the Attention They Need (and Deserve)?


Margolis of SAP Channel Maven Consulting & Spark Your Channel. Channel partners need ongoing attention from vendors. 1st Consideration: Channel partner training, support and feedback. Should vendors be supporting their channel partners?

Embrace the Grind That’s 2022

The 2112 Group

It’s an important question because CFOs everywhere have identified channels and other sales-oriented functions as a place for potential savings. This could be one you establish yourself or ones created by your alliance and/or distribution partners.

Reporting & Analytics


is a unified platform built to engage and enable your entire direct, channel, alliance partner ecosystem. Bridge takes the complexity out of selling by delivering PRM, Partner Marketing, Sales Enablement Tools, Alliance Collaboration & Marketplace in a single user interface.

Partner Marketing Conferences You Shouldn’t miss in 2022


Tradeshows and conferences are great avenues to grow your professional network, soak in best practices, understand industry trends and even to form business alliances and partnerships. Channel Partners Conference & Expo (#CPEXPO). Channel Focus Virtual Event (#CHANNELFOCUS).

Make social selling and social media marketing easy with Mindmatrix


Social channels are a great platform to build your brand on the web and to attract leads. is a unified platform built to engage and enable your entire direct, channel, alliance partner ecosystem. Did you know that social media could be a lead gold mine?

Leading The PAC With Strategic Listening

Phoenix Consulting Group

There are many ways to set up this communications channel. Customer surveys, partner surveys, social media listening and instant messaging channels all have their place. Alliance & Collaboration Capability Blog Ecosystem OptimizationAs recently published in Forbes.com.

Creating a Repeatable Sales Model in a Targeted Vertical

Phoenix Consulting Group

A Salesforce Alliance manager, Gary recounts a story that during a sales team meeting he had with a Salesforce partner, that was the only answer he got. Blog Channel Development Ecosystem Design

How can vendors create incentives for a new generation of non-transacting partners?

Channel Incentive Best Practices

The last couple of years have seen an influx of new types of partner in to the IT channel. This was one of the topics under discussion on our recent webinar: ‘Modernizing Incentive Programs for Today’s Channel’. Emergence of the Influencer Channel.

Finding Business Partners: A Strategic Investment


An advisor to the Powerlinx board, Gomes-Casseres has researched alliance strategy and management for 30 years and consulted with major companies worldwide. Gomes-Casseres explains that the success of any alliance starts with the right fit between the partners.

How to Effectively Manage Strategic Partnerships


There can be strength in numbers, and successful business partnerships and strategic alliances are a testament to this. Studies show that corporate alliances increase by 25% every year, but what makes such a venture attractive in the first place? The same study reveals that alliances account for nearly a third of a business’ revenue and value. One poll released by Mckinsey shows that there are a multitude of reasons why alliances do not work out.

The PartnerTap Story: A Company Built to Last


Forming an Alliance. It was her idea for an automated account mapping solution, one desperately needed by channel teams to increase revenue. This was the beginning of an alliance and partnership that eventually led to the founding of PartnerTap.