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Whether you’re just starting to explore how to grow and maximise your partner channel, or you’re on the front lines of expanding mindshare and precision targeting, we have insights for you.

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How to Grow Channel Partner Sales Using Capability Scoring
How to Grow Channel Partner Sales Using Capability Scoring
I recently asked a senior technology executive how long she had been with her current company. “Fourteen quarters,” she replied. I took from that answer that her company was focused mostly on short term...
Why You Need to Step Outside The Frame to Grow Channel Partner Sales
Why You Need to Step Outside The Frame to Grow Channel Partner Sales
  It’s been said that the only people who see the whole picture are the ones who step outside the frame (1). We each see a given situation through a ‘lens’, and we become unaware that the lens is in...
Stop Wasting What You Know of Your Partners When Growing Your Channel
Stop Wasting What You Know of Your Partners When Growing Your Channel
  Are you missing a trick when looking to grow your business in the channel? We all collect a lot of data every single day, sometimes without even realising it; but are you truly using the data that you...
Capability Targeting: Using The Right Channel Partners The Right Way
Capability Targeting: Using The Right Channel Partners The Right Way
  There is a common challenge among technology vendors as their partner marketing efforts continue to shift to digital. They’ve made the marketing development funds available to their channel partners....
Enabling Partners For Through-Partner Marketing Success
Enabling Partners For Through-Partner Marketing Success
In this blog post we’re looking at partner enablement, and particularly at through partner demand generation. This is the final part of our four-part series on partner recruitment and sales activation.
Nurturing Your Channel on Its Partner Marketing Journey
Nurturing Your Channel on Its Partner Marketing Journey
  The partners you work with are all different: different sizes, with different capabilities and different objectives. If you communicate with them using blanket messaging or a one-size-fits-all approach,...
Keeping It Real: Human Connection Matters in Partner Marketing
Keeping It Real: Human Connection Matters in Partner Marketing
  There was a time, not too long ago, when we thought we could automate almost everything in the partner marketing world. AI-driven campaigns could be rolled out and deliver meaningful, measurable results...
Partner marketing? It’s time to talk about cash
Partner marketing? It’s time to talk about cash
  We all know cash is king. It’s business school 101. But the phrase carries more weight than usual, as companies of all shapes and sizes consider how they will see through the COVID-19 crisis.
Beyond face-to-face: will partner marketing ever be the same?
Beyond face-to-face: will partner marketing ever be the same?
  With face-to-face meetings off the table for the foreseeable future, the business world has had to adapt quickly to more virtual ways of working. In partner marketing, this means adopting new ways of...
Why Engaging Partners Fails Without Nurture
Why Engaging Partners Fails Without Nurture
  In this blog post we’re looking at ‘nurture’ in the context of partner recruitment programs.
Assessing Intent When Engaging Partners for Recruitment
Assessing Intent When Engaging Partners for Recruitment
  In this blog post we’re looking at ‘partner intent’ in the context of partner recruitment programs. This is the second stage of Partner Engagement.   In thelast blog "ROI on Lists When Engaging...
Through the looking glass: Unearthing hidden channel long-tail gems
Through the looking glass: Unearthing hidden channel long-tail gems
  A channel partner ecosystem is not unlike a mine: it’s vast and it’s very difficult to have concise and current knowledge about everything that’s going on within it. You spend most of your time focusing...