25-08-2020
In our recent blog post "Why is it so hard to demonstrate the ROI on partner recruitment?" dealing with ROI on partner recruitment, we identified two phases in the process, with five sub-phases. In...
18-08-2020
Did you know that, according to Accenture, one in four channel partners drops out of the typical B2B network each year – and eight out of 10 customers will not do business with companies they don’t...
04-08-2020
Partner marketing is often seen as a ‘dark art’. Both ‘to partner’ and ‘through partner’ disciplines require additional specialist skills that are felt to be different to those needed by big brands in...
16-07-2020
Around this time of year Gavriella Schuster, who leads the global Microsoft One Commercial Partner organisation, shares on her blog a ‘state of the nation’ update for Microsoft partnering. This year it...
03-07-2020
Many companies with indirect routes to market want to proactively recruit new partners to their channel program. Only companies with big names and hot offers can rely on partners coming to them. But...
25-06-2020
How digital savvy are your partners? With two-thirds of technology revenue flowing through an indirect channel, there’s a lot at stake. And with 80% of the buying process carried out online, vendors...
11-06-2020
The 4 common challenges that technology vendors face when engaging, enabling, accelerating and investing in channel partners. Download the Infographic to read all the four challenges and how to overcome...
02-06-2020
I’ve seen so many posts stating that ‘New Normal’ is a huge shift in the way we live and work. For some companies, I think it will be. Yet the shift away from office life is not new. bChannels has...
21-05-2020
Technology vendors, with channels, should segment their partners. It’ll lead to more revenue and better channel stickiness. It’s a bold, but correct, statement. Let’s set something straight. When I talk...
30-01-2020
I’ve been in partner sales and marketing for more years than I should mention. I’ve seen many different approaches from vendors over the years, all driven to get sales and marketing returns from their...
24-01-2020
Through channel marketing is complex. With multiple grey areas around who funds what, who spends what, how it is spent and if there’s a tangible return; these are all issues that have been bouncing...
11-12-2019
I became interested in marketplaces a few years ago, as clients and distributors began the move to cloud and everything delivered as a service. I wrote a blog then about how they were interesting but...
