December, 2023

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10 Mistakes to Avoid in Your Partner Program

Partner Path

Here's a checklist of 10 mistakes we see people make in designing and running a partner program. For context, details, possible fixes and some friendly banter, watch the video here.

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Strategic Alliance Partner Selection

Peter Simoons

Identifying the right partner is crucial for the success of any strategic alliance. The process, however, can be complex. So, where do you begin? The initial step involves understanding your strategic rationale and the value proposition of the alliance. Once you’ve done this, you can embark on the partner selection journey. If you’re starting without a specific partner in mind, your first task will be to compile a list of potential candidates, but what criteria should you use?

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How to prepare for business growth

Jake Jorgovan

Growing a business. This is what almost everyone in business wants. You want more customers, more revenue, more freedom. And for most people, when they are getting started, it’s just all about getting by. Getting the first customers in the door. Getting stable. Getting marketing and lead generation working. Yet once you finally figure out marketing… and you have a product that people want….

Finance 130
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CHRISTMAS DOESN'T LIKE ME

Be Partner Ready

It’s not that I don’t like Christmas. It just doesn’t like me. When I was little, about 8 years old, I awoke early on Christmas Day to discover the wreckage of our tree and presents (what was left of them) strewn around the lounge. At first we blamed the cats, but then realised, to our growing horror, that we’d been burgled. After the initial shock, we all got angry and my older sister pronounced that Santa wasn’t real and that reindeers didn’t eat the cookies

Banking 246
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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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Navigating the Future of Work: WFH, Hybrid Models, and AI Revolution

EGA

In a recent Gallup study , the commitment to remote work flexibility among Chief Human Resources Officers (CHROs) in Fortune 500 companies has emerged as a strong trend. 8 out of 10 CHROs intend to maintain or expand remote work in the coming year. This aligns with the desires of the workforce, where 9 out of 10 individuals with remote capabilities express a preference for flexibility, with many advocating for a hybrid work model.

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Jumpstart new partner-sourced pipeline in Q1 with a “Partner Shuffle Co-Sell Play”

PartnerTap

TLDR: Run a Partner Shuffle Co-Sell Play with PartnerTap Are your partner managers or channel account managers moving around and getting new partners in Q1? Is Q1 typically a slow start where the team waits for their new assignments and gradually builds rapport? Turn Q1 from a get-to-know-each-other quarter to a data-driven pipeline-sourcing quarter for your PAMs and your partners.

High tech 147
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What 2023 Taught Us: The Rules Are Always Changing

INSEAD Knowledge

2023 has been a relentless year. Devastating wars and disasters caused widespread destruction and humanitarian crises. Progress towards the Sustainable Development Goals remained sluggish. Recession fears loomed. Mass layoffs in the tech industry and the collapse of Silicon Valley Bank floored us all. The great leap forward of artificial intelligence (AI) ignited ethical and safety concerns.

Banking 122
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Top 10 IT Compliance Consultants

Jake Jorgovan

"Information is power. But like all power, there are those who want to keep it for themselves." - Aaron Swartz. In the complex and ever-evolving landscape of information technology, staying compliant with various regulations is not just a necessity; it's a strategic imperative. IT compliance consultants play a pivotal role in navigating this intricate domain, ensuring that organizations align with relevant laws and industry standards, thus safeguarding their operations and reputation.

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Get your IT team battle-ready for the next holiday rush 

IBM Business Partners

Last year, almost 200 million people shopped on Black Friday. Online alone, they spent more than $9 billion. This holiday season, shoppers are ready to shop again and they’re prepared to spend even more. Are your IT systems ready to handle any spikes and keep everyone jolly? Or are you worried that incidents—finicky apps, slow page loads or even downtime— might ruin the holiday spirit along with your bottom line?

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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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Reshaping for the Future

EGA

Business Need: Reshaping to meet the needs of the future Reorganizing to ensure serving new stakeholders Developing ways to ensure the organization has the right people, skills and structure for innovative working Obstacles to Success: Keeping people motivated to step up, understand where they are and what they need Continuing to engage with positive company [.

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Finding your flow in partnerships

Stellar Partnerships

It’s only a few weeks to Christmas and everyone I know is looking a bit stressed. If you’ve got kids, then you’re probably juggling all the concerts, prize-givings and performances that are inconveniently scheduled on the same weekend. It feels like you’ve got Heathrow air traffic control in your head and you’re worried that you’ll crash one of the planes at any minute.

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Beat the new-territory chaos with a new territories sales play that jumpstarts new pipeline

PartnerTap

TLDR: RUN A NEW TERRITORIES SALES PLAY WITH PARTNERTAP Is your Q1 sales productivity tanked by territory changes? Do your reps spend the whole quarter just trying to get to know their new accounts? We’ll share how to turn Q1 from a dead quarter to your sales teams’ best quarter ever with quick wins and strong new pipeline sourced and accelerated by partners.

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The Biggest Barriers Women Face on the Path to Senior Leadership

INSEAD Knowledge

Despite women comprising nearly half of the global workforce, only around 32 percent occupy senior leadership roles (director, vice-president or C-suite), according to the Global Gender Gap Report 2023 from the World Economic Forum. Leveraging LinkedIn data from 163 countries, the report reveals that in C-suite positions, women's representation drops to just 25 percent.

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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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Top 10 Fractional CHRO / Chief Human Resource Officers Consultants & Consulting Firms

Jake Jorgovan

Finding the right Fractional CHRO or Chief Human Resource Officer entails evaluating their industry expertise, cultural alignment, and candidate selection processes. In other words, it’s tough. You're in the right place to solve this problem. This article discusses: The top 10 consulting firms specializing in Fractional CHRO services The industries these firms excel in Their core services Notable clients Continue reading to find the perfect CHRO consultant for your business needs.

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International School Marketing Trends: 8 Best-in-Class Strategies for 2024

TRG Blog

The international school landscape has never been more competitive. In Bangkok for example, where I am based, there are almost 80 international schools with new establishments opening every year, meaning that the competition to attract and retain parents - and the best teachers - is intense. This makes the school marketing team’s job more challenging than ever, as they try to cut through the noise and get their message to the right audience.

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Building the Team

EGA

Business Need: Hire and develop a sustainable leadership team, allowing founder to drive the business forward through fundraising and strategic leadership. Approach: Identified under-performers in current team Defined three key roles for future Reached out to network for potential candidates Obstacles to Success: Time needed to manage out under-performers Limited funding for salaries to attract [.

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Yes, You Can Improve Professional Services Margins AND the Relationship

Vantage Partners

No account leader in a professional services firm ever relished the prospect of talking to a client about a scope overrun. There is often a temptation to avoid the conversation and simply suck it up, rationalizing it’s better for the relationship and for future business. Some firms try to rectify the situation by creating fairly strong disincentives for write-offs, which only serves to put partners, MDs, and others responsible for account growth and health firmly between a rock and a hard place.

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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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How to Advertise Your Business Effectively With Guest Posting

SEO Magazine

Guest posting is a powerful, popular, and effective way to drive more traffic to your website. You can also develop your connection with your potential customers and find business opportunities through guest posts. According to a recent study, guest posting is one of the most important marketing strategies. The study found that guest posting is an effective way to improve brand awareness and recognition.

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The Pitfalls of Giving Feedback Across Generations

INSEAD Knowledge

Recent research has focused on the benefits of real-time feedback: See the problem, correct the problem. That probably works if you’re the boss passing feedback on to your subordinate. But if you’re younger and less experienced, going right up to your colleagues to tell them how they could improve is likely to put them on the defensive and make you a bunch of enemies.

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Top 10 Fractional CIO / Chief Information Officers Consultants & Consulting Firms

Jake Jorgovan

In today's fast-paced business environment, lacking expert tech guidance can leave your company behind. The right fractional CIO can bridge this gap, offering top-tier expertise without the full-time commitment. You're in the right place to address this challenge. In this article, you'll discover: A carefully curated list of the top 10 fractional CIO consultants and consulting firms.

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How to build a successful B2B affiliate marketing program: Tips from industry experts

Impact

Affiliate marketing actively boosts both upper- and lower-funnel goals— 56 percent of marketers use affiliate marketing to increase brand awareness and 50 percent use it to close sales. Publishers and affiliates are also cashing in—the average annual salary of an affiliate marketer is just over than $63,000 , while many earn significantly more. impact.com’s Associate Manager of Product Marketing, Matt Moore, sat down with industry experts to discuss the growing value of business-to-business (B2B

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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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Building Global Recovery Plan

EGA

Business Need: Define and prioritize needs and effective ways to implement financial and operational recovery plans for struggling YMCAs. Approach: Engage local leaders to define unique recovery plan for each area– gaining corporate support. Obstacles: Resistance to change from traditional inside our funding model Selection of YMCA leaders in light of broad-scale needs Specific Actionable [.

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Advantages and Disadvantages of Traditional Budgeting Approach

TRG Blog

Budgeting is a cornerstone of financial planning in businesses. The traditional budgeting approach , with its roots in historical accounting practices, has been a mainstay in the corporate world. However, this method has faced criticism , particularly from proponents of more dynamic budgeting methods like Beyond Budgeting.

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Top Google Maps Optimization Tips to Help You Rank Higher (2024)

SEO Magazine

Google Maps is a powerful tool that can help bring new customers to your business. If you’re unfamiliar with it, Google Maps is a free online mapping service that allows users to find businesses and get directions. The service is used by millions of people every day, which makes it an important tool for businesses that want to attract new customers.

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Why We Can Be Quicker to Judge Others Than We Think

INSEAD Knowledge

Actions tend to be judged based on some set of expectations, standards or thresholds. For example, managers may set sales targets that employees must achieve before getting a bonus; parents may establish ground rules that children need to abide by before rewarding or punishing them; and content moderators may let social media users commit a certain number of rule breaches before permanently banning them.These common associations between actions and thresholds imply that there are two distinct st

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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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Top 10 IPO (Initial Public Offering) Consultants & Consulting Firms

Jake Jorgovan

Navigating the world of Initial Public Offerings (IPOs) can be a daunting task for businesses. IPOs represent a critical transition from private to public markets, offering both significant opportunities and challenges. Understanding the intricacies of this process and the value these consultants bring is a must for companies considering going public.

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Examples and uses of GIS

IBM Business Partners

One of the largest sources of data is all around us—that is, geospatial data. This is information relating to the Earth’s surface, its climate, the people who live on it, its ecosystems and more. Geographic information systems (GIS ) visualize and make sense of this data, helping people and businesses better understand the patterns and relationships of our world.

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Co-creation of new solution leading to incremental revenue

EGA

Business Need: Define, develop and gain customer adoption for new digital service Approach: Creation of digital app to provide value added service to airport customers Achieved Before EGC: Investment in many rewards and information apps with limited engagement Challenge: Building an app that travelers and others in community would see valuable Gained: Identified unmet need [.