April, 2021

How Vendors Measure SaaS Partner Success

Channel Incentive Best Practices

The past 12 months have seen an enormous uptake in cloud services, with more than ninety percent of UK businesses saying it played an important part in their response to COVID-19.

Three Key Steps to Prepare for Data and AI Leadership

INSEAD Knowledge

To harness the potential of new technology, today’s data-driven business leaders must also be politicians and communicators


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Set a Cadence of Communication

Peter Simoons

Tip 7: Set a Cadence of Communication. Did you know that in any orchestra, the most important member is actually the conductor?

How to build a process driven business

Jake Jorgovan

Processes… we all know it’s part of what we need to scale our businesses. You hear people talk about Standard Operating Procedures (SOP’s) all the time. I’m a huge believer in SOP’s and have been using them for a while… yet recently I’ve had some mindset shifts in how I think about processes.


Buyer Intent Data Guide: How to Find Prospects Already Looking to Buy

Collecting and understanding buyer intent is a must for any marketer or salesperson looking for a higher success rate in reaching active buyers. Throughout this eBook, we’ll explore how to monetize intent data, where it's sourced from (and which sources you should be wary of), as well as how to best utilize it within your outbound campaigns in order to drive more pipeline each month.

Billy Shore Responds to Purpose-Driven Board Leadership Framework

Board Source

Billy Shore of Share Our Strength , the parent organization for the No Kid Hungry campaign, responds to BoardSource’s CEO, Anne Wallestad's new way of framing the nonprofit board’s role, and a call for what we’ve termed “Purpose-Driven Board Leadership.”. “


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Time to Start Something New?

Ground Floor Partners

2020 was a rough year for the vast majority of American businesses. Restaurants, airlines, hotels, spas, convention centers, and dozens of other types of businesses were hit hard. Families struggled, poverty and food insecurity increased and paychecks either went away completely or decreased.

What Are the Downsides of CoSelling on CoSell?


In our sales environment, we are looking for ways to gain a competitive advantage and provide exceptional value. More and more sales professionals are looking to build long-term relationships with their B2B partners. If that sounds good to you, you’re probably also wondering is about how.

Understand the Cultural Differences

Peter Simoons

Tip 8: Understand the Cultural Differences. When two people begin occupying the same space – as roommates or dorm-mates, as co-workers using the same office, as a couple living together – one of the many possible sources of conflict that can spring between them is the way they do things.

Overcoming the Hurdles of a Federated Model

Stellar Partnerships

Have you ever participated in Tough Mudder? It’s a crazy fitness challenge with all kinds of obstacles to overcome. Personally, I’ve never felt the urge to commando crawl through mud or jump into icy water, but Sharon did it once – in a red morph suit (yes, you can bribe me for the photos).

The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

Billy Shore Responds to Purpose-Driven Board Leadership Framework

Board Source

Billy Shore of Share Our Strength , the parent organization for the No Kid Hungry campaign, responds to BoardSource’s CEO, Anne Wallestad's new way of framing the nonprofit board’s role, and a call for what we’ve termed “Purpose-Driven Board Leadership.”. “



Be Partner Ready

When embarking on a corporate partnerships strategy, it’s critical to know that there are two levels of readiness. Often when non-profits and social enterprises consider commencing a corporate partnerships strategy, their first action is to ask the board for contacts within the business sector.

3 Easy Steps to Attracting and Retaining Channel Partners


Running a business can be quite the challenge, especially when your business depends on channel partners to drive revenue. It can also be difficult to find channel partners who commit to your business and bring ROI.

10 Questions To Ask in the Co-Selling World


When it comes to collaborative selling, many people find it is easier to start from a blueprint template instead of starting from a blank slate. I’m sure you’re seeing this in other parts of your work. Instead of starting with a blank page for designing a website, you begin with a blueprint.

How to Increase ABM Performance with Empathy

Speaker: Brian Carroll, CEO & Founder of markempa

The highest priority for B2B marketers is effective demand generation (increasing lead quality and quantity). However, we can get so caught up in our ABM strategies, systems, tools, and investments that we lose sight of building deep empathy for the people in the accounts. In this webinar, you’ll learn how to go beyond rational-logic-based sales/marketing and adjust your strategy to understand better how buyers feel so that you can connect and help more customers buy.

Alliances: Dangerous Liaisons or Healthy Relationships?

Peter Simoons

In a 1993 HBR interview Peter F. Drucker mentioned alliances as “ Dangerous liaisons […] which, by the way, very few people understand ”. In the article it is clear that Drucker refers to the manager’s desire to have control. Luckily, we’ve come a long way in the past 28 years.

A world without cookies

Stellar Partnerships

Can you imagine a world without cookies? It’s enough to give our favourite cookie monster palpitations. But what if it turns out to be a big opportunity for you and your non-profit? Experts in digital advertising tell us there are major changes underway to online customer identification.

Hybrid Meetings that Work: Tips for Your Successful Event


by Michelle Hunt, Director, Alliance Management Operations, ISTO . Industry events that combine LIVE and digital components for in-person and remote audiences are what we now call the “Hybrid Meeting” or “Hybrid Event.”

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Be Partner Ready

I spent the Christmas holidays indulging in passion – making stuff (calling it ‘art’ is a bit of a stretch).

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

Partnerships 101: What is Cross-Selling?

Crossbeam Blog

Ask a friend in the partnerships world, “What’s cross-selling?” and you might find yourself doing the shuffle. Your friend redirects the question to you, making sure you answer first. Then, in most cases, they agree with you. co-selling partnerships 101 execute


7 Tips To Gain Competitive Advantage With Collaborative Partnerships


Today’s digital world is moving at light-speed. I bet you’ve been feeling the effects on your job, business, and organization. It turns out that much like early explorers, we are on the lookout for new partners, new continents, and new ways to boost business.

An Alliance Shock Response Framework

Peter Simoons

For a little over a year now we have all, to some extent, been influenced by the COVID-19 pandemic. Some countries have reacted more vigorously than others. We’ve seen that in all stages of the pandemic (and now again with the vaccination roll out).

Kindling the spark of innovation in partnerships

Stellar Partnerships

There’s a right way and many wrong ways to start a fire. I learned this the hard way when staying at an English country cottage in winter. The quaint old Georgian building had no central heating, and we weren’t going to get hot water unless I could get a fire going.

The Definitive Guide to Remote Sales Coaching

Have you struggled to onboard, train, and provide continuous learning opportunities to your salespeople due to the abrupt shift to remote work? If so, you’re not alone. Sellers are relying on virtual selling more than ever. With in-person sessions no longer feasible, many organizations are looking for alternative methods to support their salespeople.

IEEE Industry Standards and Technology Organization Announces Formation of Adaptive Instructional Systems Consortium


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Be Partner Ready

London, 1980’s: My padded shoulders, permed hair and I, worked with leadership teams and marketing managers within multinational companies (Unilever, J&J, Cadbury’s to name a few).


Don’t Go It Alone: Build A Leadership Mindset Of Trust And Co-Creation

Thinkers 50

Not only can leaders help organizations to co-create the future, but perhaps they can also energise the workplace along the way.

7 Key Skills for Finding Balance and Making Sales More Human


Yes, it’s true. We are working remotely. Yes, it’s true. We can expect this to continue for some time. And, yes, it’s true. We need to make sales more human. Finding balance is key as we master the new normal of our virtual sales environment.

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5 Conversion Rate Optimization Mistakes to Avoid and How to Fix Them to Get More Leads

Speaker: Jen Dewar, CEO of Jalydew

Brand awareness and website traffic are great, but bottom line: you need your marketing programs to generate sales leads, and you need those leads to turn into new customers. There are many things you can do to increase leads and customers without increasing your marketing spend. Join Jen Dewar, CEO and Principal Consultant at Jalydew October 20th, 2021 at 11:00 am PDT for an insightful look into how to optimize your conversion rates.

Frost & Sullivan Reveals the 50 Game-changing Technologies Transforming the Future

Frost & Sullivan

Webinar offers strategic guidance and actionable ideas on the hottest technologies with maximum potential to fuel global innovation and drive commercial success. FOR IMMEDIATE RELEASE: Press Contact: Melissa Tan. Frost & Sullivan. P: +65 68900926. E: melissa.tan@frost.com. SANTA CLARA, Calif.

Ep. 156 – ProdPerfect Co-Founder & COO, Erik Fogg

COO Alliance

Our guest today is Erik Fogg, co-Founder and Chief Operating Officer at ProdPerfect.

Market Research

Chameleon Sales

Making better decisions means getting your hands on helpful and accurate information. Better decisions lead to less risk and faster results. Does that sound like a good idea? We think so, too. Market research ensures that your company develops an informed and successful business strategy.