Expert insights. Personalized for you.
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. MORE
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. MORE
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 MORE
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. MORE
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. MORE
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. MORE
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. MORE
The post Druva Adds Managed Services to Data Protection Channel Program appeared first on Channel Insider. MORE
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. MORE
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. MORE
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 MORE
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. MORE
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. MORE
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. MORE
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. MORE
Q: You have been involved with the channel and emerging ecosystems for some time. NW: I would not say the concept of partnership has evolved so much as a recognition of how partnerships extend and enhance the business has evolved, especially with respect to channels. MORE
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. MORE
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. MORE
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? MORE
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. MORE
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. MORE
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? MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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! MORE
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 MORE
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. MORE
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. MORE
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). MORE
Channels and alliances Related Topics Peter Simoons
FEBRUARY 28, 2021
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!
Peter Simoons
FEBRUARY 14, 2021
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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Chaneltivity
NOVEMBER 19, 2021
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
PartnerTap
OCTOBER 12, 2020
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.
PartnerTap
JUNE 8, 2021
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.
Channel Insider
JANUARY 14, 2022
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.
Impartner
DECEMBER 2, 2021
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.
Mindmatrix
JANUARY 21, 2021
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.
Phoenix Consulting Group
SEPTEMBER 16, 2019
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.
Tackle.io
AUGUST 26, 2021
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 Incentive Best Practices
JANUARY 5, 2021
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.
Magnetrix
JUNE 24, 2021
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.
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.
The 2112 Group
AUGUST 30, 2021
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.
Magnetrix
MARCH 11, 2021
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.
PLM Alliances
MAY 4, 2021
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.
PartnerTap
OCTOBER 21, 2021
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.
ITA Group
DECEMBER 16, 2021
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.
PLM Alliances
JUNE 8, 2020
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.
The 2112 Group
AUGUST 24, 2021
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.
Channel Incentive Best Practices
SEPTEMBER 10, 2020
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.
PartnerTap
MAY 11, 2021
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.
Magnetrix
OCTOBER 4, 2021
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.
Channel Insider
APRIL 27, 2021
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
Channel Insider
JULY 1, 2021
The post Druva Adds Managed Services to Data Protection Channel Program appeared first on Channel Insider.
Mindmatrix
DECEMBER 9, 2021
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.
Mindmatrix
JANUARY 6, 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.
Successful Channels
DECEMBER 31, 2019
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.
ITA Group
OCTOBER 21, 2021
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.
Magnetrix
NOVEMBER 18, 2021
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?
The 2112 Group
JANUARY 13, 2022
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.
Mindmatrix
NOVEMBER 26, 2021
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.
Mindmatrix
JANUARY 25, 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).
Mindmatrix
NOVEMBER 26, 2021
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?
Phoenix Consulting Group
OCTOBER 30, 2021
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.
Phoenix Consulting Group
NOVEMBER 23, 2021
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
Channel Incentive Best Practices
MAY 13, 2021
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.
Powerlinx
NOVEMBER 21, 2020
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.
Aepiphanni
NOVEMBER 24, 2020
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.
PartnerTap
JANUARY 26, 2022
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.
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