February, 2023

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Are you missing the boat on Partner Experience?

Partner Path

Set goals and expectations to make partners happier (and more productive) Do you ever think about how influential partners are to your customers? I mean, really think about it? Solution providers (partners) have a lot of power in the vendor/customer/partner relationship. It’s rare for business leaders to have a line item in their budget for a specific product.

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Enterprise Go-to-Market in 2023: Sell With Your Best Partners

PartnerTap

Channel and sales leaders are facing a tough market in 2023. Every team is expected to hit higher targets, but with fewer resources. Quotas are going up while teams are shrinking due to hiring freezes and attrition. There’s only one way to consistently sell and win in this situation: lock arms with your best partners in every market, every region, and on every deal to sell more, faster.

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Continuous Learning in Alliances

Peter Simoons

Continuous learning is when you voluntarily learn new skills and expand your knowledge. This could be gaining new skills and knowledge in new areas, but it might also relate to refreshing your existing skill-set. It can also be previous knowledge that you already had but was perhaps locked away in a distant memory. In your working life, you will always also experience learning in an ad-hoc fashion, usually when you encounter new tasks (at least that’s assuming you don’t do your work in a fully a

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It’s not about the money

Stellar Partnerships

Let’s play a game of pretend. What if cars ceased to exist? How would life be different? Governments would have to invest in public transport. People would walk more, get fitter and actually meet their neighbours. Concrete car parks would give way to green parks and room for more housing. Out of town monster shopping malls would be replaced by local markets and smaller urban villages.

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How to Stay Competitive in the Evolving State of Martech

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

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Partner Enablement Program Design in 8 Steps

Chaneltivity

So, how do you enable a new partner that just joined your program? While you’re celebrating and dreaming about the new deals that will be flowing in soon, your new partner is thinking, “Now what?” While they’ve likely read a bit about your products and services online, that information alone isn’t going to make them an amazing reseller, nor a great reflection of your brand.

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IMPALA article featured in IEEE Spectrum Magazine

ISTO / IEEE

Big Data Could Accelerate Drug Approvals Roche and other pharmaceutical companies work together to streamline the QA process KATHY PRETZ 14 FEB 2023 It can take up to 15 years to get a new drug through the regulatory-approval process before it becomes available to patients. One of the reasons is the time it takes to analyze the mountains of data generated by clinical trials about the efficacy and safety of the product.

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Enterprise Go-to-Market in 2023: Sell With Your Best Partners

PartnerTap

Channel and sales leaders are facing a tough market in 2023. Every team is expected to hit higher targets, but with fewer resources. Quotas are going up while teams are shrinking due to hiring freezes and attrition. There’s only one way to consistently sell and win in this situation: lock arms with your best partners in every market, every region, and on every deal to sell more, faster.

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Alliances Don’t Last Forever!

Peter Simoons

When we create alliances, we generally do so with the intention of building a long-term relationship with our alliance partner, but remember, alliances don’t last forever. Circumstances will change and those changes might make the alliance obsolete, as the alliance no longer serves the original purpose for which it was created. In other cases, we see that circumstantial changes require the alliance to change, as the old alliance design is no longer the optimal design to create synergy between th

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Ready, steady, prospect

Stellar Partnerships

It’s the start of the Australian school year and parents have been cleaning out the shops for new shoes, uniforms and eye wateringly expensive stationery. Of course, they need the must-have Harry Potter themed drink bottle at a bracing $45! February is when everyone is best dressed and ready to go. That’s why schools do their class photos now, and not in December when outfits are frayed, and everyone looks like they’ve been through Tough Mudder.

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Maximize Productivity and Simplify IT Management with Conversational AI

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

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Inside-out versus outside-in strategy: Which is better for your business?

Hype

As a passionate customer insight strategist, I tend to prefer an outside-in business strategy, meaning one that looks at customers’ latent or hidden needs and translates them into solutions that will serve them. In other words, a strategy that focuses on co-creating value together with your customers.

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China’s Internet Giants: The Nuts and Bolts of Going Global

INSEAD Knowledge

Having revolutionised how millions of people in China shop, socialise and play, it did not take long for Chinese internet firms to repeat the feat outside of China. In social media, TikTok rules the world with its short videos; in e-commerce, Shopee and Lazada have cornered the South-east Asian market; in fast fashion, Shein dominates the United States, ahead of established players such as Zara and H&M; and in smartphones, Chinese makers led by Xiaomi have the lion’s share in India, which is poi

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Master Power Technologies Applauded by Frost & Sullivan for Its Truly Holistic Data Center Solutions and Unparalleled Expertise in Turnkey Solutions

Frost & Sullivan

SAN ANTONIO, TX. – February 28, 2023 – Based on Frost & Sullivan ’s recent data center infrastructure industry research, it recognizes Master Power Technologies (MPT) with the 2023 African Company of the Year Award. The company pioneered modular data center solutions in the African region, set new standards, and raised the bar significantly for developing turnkey solutions.

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Optimise Production Planning with Infor SyteLine ERP Software

TRG Blog

More and more manufacturers are adopting advanced technologies to gain more real-time insights into processes and the overall financial situation so they can make more informed decisions.

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How to Leverage Intent Data for Better Outcomes

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.

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Barron Fujimoto Adds an Artist’s Touch to Planview’s Brand

Planview Blog

Every Planview employee plays a crucial role in creating amazing products and delivering high-quality service. One employee whose work is seen across the company is Barron Fujimoto, Planview’s graphic designer. In his nearly 20 years with the company, Barron has worked with numerous departments and seen Planview’s incredible growth firsthand. Based in Cedar Park, Texas, Barron creates a wide variety of creative assets and works with Planview’s team of contract designers.

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3 ways to get more $$$ from your partners

Stellar Partnerships

Partnerships are more than just the money, right? Just like airlines are all about the schedules, seat size and in-flight entertainment, until one crashes into a hillside. Then it’s all about safety and maintenance. Alan Joyce is attempting a tricky balancing act between returning Qantas to profitability and getting a fully loaded 767 into the air without an engine dropping off.

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There are No Wrong Questions

Compass Point

My purpose is to help companies like yours not only grow the bottom line but to be a great place to work as well. I get excited when working with people who are passionate, like me, about what they do. In order to help companies grow, I need to question them, which works out well for me because I love to ask questions. My colleagues at Compass Point can attest to this.

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The Vulnerable Process of Professional and Personal Growth

Collaboration LLC

It is a surreal feeling knowing that it has been 20 years since I landed in San Luis Obispo and started Collaboration Business Consulting. After years of gaining experience and perspective working in key roles for other businesses, I knew I wanted to step out of working for companies and begin working with companies to use my knowledge as well as experience to help business owners flourish.

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The Essential Guide to the Buying Experience of the Future

Your buyers’ lives, preferences, and expectations have changed. Over two-thirds of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. They hold sellers to a high standard, and that means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver.

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Internet of Things (IoT): Top 10 Growth Opportunities for 2023

Frost & Sullivan

San Antonio – Feb. 27, 2023 – The business landscape with geopolitical tensions, sustainability concerns, and supply chain disruptions is changing the IoT market perspective, according to Frost & Sullivan’s recent analysis, Internet of Things (IoT) Top 10 Growth Predictions for 2023. As a result, businesses are implementing a comprehensive IoT strategy in the short term, envisioning outcomes and growth opportunities that will help them overcome adversity and ensure growth.

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From Difficult Conversations to High-Value Dialogue

Vantage Partners

Even in the best of times, we sometimes need to engage in difficult conversations with important customers. In turbulent times, triggers abound that can escalate difficult conversations into a “cycle of mutual dismissal.” In this article, published in the Winter 2023 issue of SAMA Velocity Magazine, Jonathan Hughes, David Chapnick, and Ben Siddall explain how to break out of this destructive cycle and transform even the toughest ones into productive discussions.

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Channeltivity SOC 2 Type II Audit Shows No Exceptions

Chaneltivity

Matthews, NC – Channeltivity, a leading provider of Partner Relationship Management (PRM) software , is proud to announce the successful completion of its first SOC 2 Type II audit. This follows a successful SOC 2 Type I audit in April of 2022. The audit was performed by Sensiba San Filippo, LLP (SSF), and demonstrates Channeltivity’s commitment to the highest standards of information security and privacy.

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AI: 4 uses for better partnerships

Stellar Partnerships

There is a lot of buzz around Chat GPT right now. Woo, shiny new toy – I’m there faster than a magpie in swooping season. Yes, my name is Sharon and I’m 100% sucked into using AI technology now. I went down a rabbit hole the other night having fun with Chat GPT and asked it to write a song about Stellar Partnerships. Linda almost fell off her chair laughing and replied saying Beyonce’s Grammy record will be safe.

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5 Essential Virtual Selling Practices Every Company Must Have by 2023

Speaker: Erika Bzdel - Vice President of Sales and Craig Simons - Director of Marketing

Virtual sales success requires new ways of thinking. Sales managers, trainers, sales enablement managers, and sales reps across all industries must adjust to this digital transformation. That doesn’t mean, however, that you can transfer the old ways of doing business to the new blended selling environment. You need to implement essential virtual selling processes or you will get left behind.

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Keeping Your Board Engaged: Tips to Meet the Challenge

Dinkel Business Development

Non-profit organizations utilize their board members to optimize their ability to pursue its programming goals and meet financial objectives. Two key hurdles that many nonprofits face when it comes to their board is consistently keeping them engaged with you and recruiting new members. Your board members should be very diverse, coming from different backgrounds and industries and it can sometimes be challenging to have everyone reach towards the same goals.

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How TRG Manages Projects Using Project Management Prescriptive Method

TRG Blog

The TRG ERP Team ’s project management prescriptive methods are a set of established processes and procedures that guide project teams in the planning, tracking, and execution of ERP projects.

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May Mobility Applauded by Frost & Sullivan for its Leadership Position in the Autonomous Shared Mobility Market

Frost & Sullivan

SAN ANTONIO, TX. – February 16, 2023 – Frost & Sullivan recently assessed the autonomous shared mobility industry and, based on its results, recognizes May Mobility with the 2022 North American Market Leadership Award. The company’s portfolio of solutions for autonomous vehicles (AVs) enables it to lead the transformation of the mobility space. The autonomous transportation company has successfully deployed AVs across a number of locations in North America that are open to the public.

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From Difficult Conversations to High-Value Dialogue

Vantage Partners

Even in the best of times, we sometimes need to engage in difficult conversations with important customers. In turbulent times, triggers abound that can escalate difficult conversations into a “cycle of mutual dismissal.” In this article, published in the Winter 2023 issue of SAMA Velocity Magazine, Jonathan Hughes, David Chapnick, and Ben Siddall explain how to break out of this destructive cycle and transform even the toughest ones into productive discussions.

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Strategic ABM Gifting: A CMO’s Silver Bullet to Engage the Enterprise

Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.

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Affiliate fraud prevention: 6 ways to protect your brand from scammers

Impact

Affiliate marketing is a booming industry worth $17 billion as of 2023—and brands using this channel see an incredible return on investment (ROI). But unfortunately, with an opportunity for partners to earn commissions, affiliate programs make brands vulnerable targets for scammers. Affiliate fraud is increasing at a rapid rate. In 2020, nearly 10 percent of affiliate traffic proved to be fake.

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The Four Major “Shifts” Changing Everything About Leadership and Firm Success

PSMJ Resources Blog

Like most large-scale systemic events, March 2020 gave ‘official birth’ to a new era of work and life – one with new rules, new ways of thinking, and lots of big change.

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Can the Grammys’ Best New Artist Curse Be Undone?

INSEAD Knowledge

The Grammy Awards’ Best New Artist curse is legendary for a reason – many winners have failed to live up to the title and recreate their success. However, some notable outliers have gone on to enjoy long, successful careers. Why do some rising stars fall victim to the curse while others thrive? In a recent research paper, we examined the career trajectories of 52 groups nominated for the Best New Artist Grammy from 1980 to 1990.

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