PLM Alliances
MAY 16, 2020
The technology sector is extremely competitive. For decades, the key to success was technological innovation. You can look at all the big players and they all became success with a category creating product that redefined what customers could with tech. Innovation is no longer the safest path to a market advantage. But that innovation is becoming harder and harder to make happen.
PLM Alliances
MAY 16, 2020
Let's say you've previously recruited partners for your channel — maybe by referencing the key elements needed to do so in our recent partner recruitment blog — and obtained top-notch talent that is ready to sell. Now what? You can throw your partners to the wolves with all the necessary selling guides in the world, but this won’t ensure their success or commitment.
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PLM Alliances
MAY 16, 2020
We are living in the era of Big Data. There is an ocean of information waiting at our fingertips. A crucial part of running a business is the ability to wade into that ocean of data and pull out what is relevant and impactful to inform business decisions. Finding insights can be challenging but there is a learnable art to uncovering them. An insight is an interpretation of data that uses business knowledge to make an observation or argument.
PLM Alliances
MAY 16, 2020
Whether it be a large in-person strategic event, a training event, a webinar, or a focus group, these five pillars are essential to establishing the best event for you and your customers. 1. Make it Measurable. Start by defining your objectives and then create measurable goals. Align those goals across the team and track them during the event. This way, everyone is working towards the same success metrics.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
PLM Alliances
MAY 16, 2020
Almost every high tech company does an annual partner survey. But if you are getting only "how happy are you" and "are we a profitable vendor" information, you need to ramp up your game. At The Spur Group, we work with many industry leading vendors. Too often they share annual surveys that just don't yield any actionable findings. Let us avoid that trap.
Partnership Management Hub brings together the best content for partnership management and strategic alliance professionals from the widest variety of industry thought leaders.
PLM Alliances
MAY 16, 2020
We've spent quite a bit of time here talking about how using data is essential to taking your channel business to the next level. A fundamental flaw of using channels is partners always have a different agenda from you. This means there is a always a drift, either slight or big, from your objectives. The goal of channel management is to minimize that drift and create revenue acceleration for your company.
PLM Alliances
MAY 16, 2020
Partner conferences offer a unique opportunity to reach your channel and to share goals, strategy and even connect on an individual level with members of the executive team. However, really connecting with your audience requires a clear understanding of who you are talking to, and what you want from them. One effective way to frame your thinking is through a “Know-Feel-Do” matrix.
PLM Alliances
MAY 16, 2020
We live in an interesting time. Sales and marketing has changed over the last couple of years. Both consumer and commercial buyer’s behaviors are tracked, modeled and predicted like never before. Company are investing in big data like never before and spending is likely to increase by 50% by 2019. This is exciting stuff. But as a channel guy, I am puzzled that more companies aren’t using big data techniques as the basis for their channel management.
PLM Alliances
MAY 16, 2020
Finding partners is relatively easy. By some estimates there are nearly 600,000 partner organizations around the world. In the US alone, there are an estimated 200,000 partners. But not all partners are equal. They serve different customers, have varied capability levels and have many distinctions on how they go-to market. The result is that it can often feel like you are hunting for a needle in a haystack when it comes to finding the right partner.
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ChatGPT has dominated boardroom conversations for months now. From drafting a stock trading program, to creating a SQL query to model data, there are practically no limits to the applications of the AI language model assistant. At ManageEngine, we have been working on our own AI-assistant, Zia. Zia is a fully-trained analytics assistant that can perform a range of functions such as creating and adding reports to dashboards, providing conversational support to data analysis, insight discovery, bu
PLM Alliances
MAY 16, 2020
It’s the sort of thing nightmares are made of. y our presentation didn’t land. Your message got muddled. People got bored. Someone in the back even fell asleep. In today’s multi-screen world, where several things are demanding people’s attention, you need to captivate your audience quickly and find a way to hold their attention for the length of your presentation.
PLM Alliances
MAY 16, 2020
Traditional partner recruitment most often consists of offering up a platter of cookies: economic incentives, pre-qualified leads, or extensive sales and readiness. But there are fundamental flaws with this approach to recruitment. The conventional wisdom for partner recruitment is focused on rewards. First, you're recruiting partners who are already the most susceptible to bribery, including bribery from your competition.
PLM Alliances
MAY 16, 2020
As a channel management leader, you need to structure your incentives in a way that drives partner behavior. To manage your channel successfully, it’s best to follow a five step process: Plan. Target. Develop. Incent. Embed. Today I want to focus on the fourth step, incentives. How does your business perpetuate habitual behavior from your partners? That is the key question here.
PLM Alliances
MAY 16, 2020
It is impossible to ensure your channel efforts are paying off unless you have an objective, data-driven view of your teams' and programs' performance. Diagnosing channel effort performance, or health, can be done quickly, but if done incorrectly will lead to stagnant and potentially declining business results. To ensure your channel strategy, performance and go-to-market approach are where they should be, you need to start with an accurate diagnosis and a comprehensive channel management plan.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
PLM Alliances
MAY 16, 2020
You need to re-examine the effectiveness of your channel management efforts. If you are a channel chief your primary role is to generate channel sales. Your job is to create revenue acceleration – you want to push sales beyond the natural organic growth. That is getting harder than ever before. Learn the five key attributes of a great channel revenue acceleration engine.
PLM Alliances
MAY 16, 2020
How fast do you pull up Snopes when you see something you suspect to be fake news? Whether you're a veteran fact-checker or a more recreational news-browser, most of us are aware that the news we consume each day is at best, biased, and at worst deliberately misleading. This article, from the Data & AI team at The Spur Group, teaches the reader how to apply principles and practices from data science to their news consumption.
PLM Alliances
MAY 16, 2020
COVID-19 has upended all the usual ways we conduct business, and the changes aren’t going to go away with the virus. We have the opportunity to use this crisis to be creative and imaginative about rethinking how we work, and to embrace and strengthen our human connections with one another. In his 2016 book, “ The Fourth Industrial Revolution ,” Klaus Schwab, an economist, and the Founder and Executive Chairman of the World Economic Forum, writes that “we are at the beginning of a revolution that
PLM Alliances
MAY 16, 2020
Selling in the time of Coronavirus. The initial shock of COVID-19 is receding as people fall into a “new normal” of working remotely and living with the pandemic day-to-day. Nonetheless, the ongoing social, emotional, financial, and physical impacts of the virus are effecting fundamental paradigm shifts in how we work and live every day. Changes at such a profound and fundamental level can be identity-shaking and identify-shifting.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
PLM Alliances
MAY 16, 2020
When we started Spur we knew we wanted to be nimble as a business. We wanted to be out from underneath the burden of being outdated, of having to upgrade, of owning stuff that was no longer valuable. At the time this meant owning as little as possible and putting everything we could in the cloud. Little did we know this would position us to be ready to handle the need to work remotely so quickly and seamlessly.
PLM Alliances
MAY 16, 2020
While we still don’t know the real impact of COVID-19, its effects are widely being felt here in Seattle and within our client base. We wanted to take this moment to reassure you and share how we are dealing with the situation. We have three guiding principles: prioritize the well-being of our people, continue to deliver the highest quality professional services for our clients, and maintain a sense of normalcy wherever possible.
PLM Alliances
MAY 16, 2020
Welcome to the “people first” movement. At the start of this year, you may have noticed an uptick in social media posts, advertisements, articles, and conferences communicating the importance of well-being, equality, social responsibility, and environmental sustainability. What you’re seeing is a shift in the collective corporate mindset. A shift born of the realization that true corporate prosperity is contingent upon prioritizing the needs of employees as humans first.
PLM Alliances
MAY 16, 2020
Are your partner investments delivering a competitive advantage? How you go-to-market often defines your advantage in the marketplace. 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. Channel management (also called channel partnership) is when two companies form an agreement where one firm markets and sells a product, service or technology for the other firm, often co-branded.
Advertiser: ZoomInfo
Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.
PLM Alliances
MAY 16, 2020
In the past 10 years we’ve seen massive changes in the way data is viewed in business. Companies like Amazon, Facebook, and Google are high profile examples of organizations that have built their success on how well they capture, analyze, and leverage data. As the role of data has changed, so too have the tools that we use to analyze and present it.
PLM Alliances
MAY 16, 2020
Personal insight from our Chief People Officer. I’ve worked through other pandemics in the last two decades, but I don’t recall one that required such global measures as COVID-19. While the pandemic is alarming, it has been wonderful to see people pitch in to support each other and give to those in need. I am thrilled by the many creative ways I’ve seen communities connect in the past few weeks – famous artists offering live shows on Instagram, DJs giving hours of their time online, museums prov
PLM Alliances
MAY 16, 2020
Strategy defines the right things to do. Doing things well – execution – is what sets companies apart. Most senior managers have an intuitive sense of the effectiveness of their team's execution and channel health. What is often missing is an objective scale against which to reference that intuition. There are four distinct levels of an execution excellence approach: Unstructured.
PLM Alliances
MAY 16, 2020
For many vendors, channel partner incentives are perhaps the single largest line item of cost for channel management. The costs are often so large, they require the program to be contra-revenue to be funded. This becomes a double edged sword. It lets you reward your partners, but it also makes understanding the value of your investment hard to measure.
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IT is viewed as a cost center by organizations. In troubling economic times, this puts intense pressure on IT to demonstrate value for IT investments. Register for this webinar to learn how to quantify the intrinsic benefits of IT using analytics.
PLM Alliances
MAY 16, 2020
You tell your partners to make the leap to the cloud – and if you are committed to making the leap yourself, you’ll experience some of the same growing pains that they do. There might be a few years of pain, but in the end you will have a strategy that builds market share and creates a foundation for sustainable growth. The success of your business depends on it.
PLM Alliances
MAY 16, 2020
Data Science is becoming more and more widespread every day. Organizations everywhere are realizing the positive potential it has and are quickly working to join the masses. The biggest challenge these organizations are facing however, is finding people with the right skills. Many organizations start with a single data scientist, which can lead to two different negative outcomes.
PLM Alliances
MAY 16, 2020
Partners today offer far more value than just being a scaled extension of a vendor’s sales force. They often have deep relationships with your most important end-customers, and influence aspects of your deals. Partners can affect the: Structure and scope of the final solution a customer purchases. Timing of when the deal lands, based on anticipated upgrade cycles.
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