22-04-2021
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...
13-04-2021
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...
18-02-2021
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...
15-02-2021
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....
15-01-2021
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.
17-11-2020
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,...
03-11-2020
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...
29-10-2020
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.
23-10-2020
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...
20-10-2020
In this blog post we’re looking at ‘nurture’ in the context of partner recruitment programs.
29-09-2020
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...
24-09-2020
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...
