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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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ROI on Lists When Engaging Partners for Recruitment
ROI on Lists When Engaging Partners for Recruitment
  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...
Partner Engage: Do you build trust in your channel partnerships?
Partner Engage: Do you build trust in your channel partnerships?
  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...
What partner marketing can learn from big brand CMOs
What partner marketing can learn from big brand CMOs
  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...
Partner marketing: lessons from Microsoft's partnering model
Partner marketing: lessons from Microsoft's partnering model
  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...
Engaging Partners: Calculating Roi On Partner Recruitment
Engaging Partners: Calculating Roi On Partner Recruitment
  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...
Navigating the Roadmap to Digital Partners - Infographic
Navigating the Roadmap to Digital Partners - Infographic
  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...
How to channel your partners’ strengths - Infographic
How to channel your partners’ strengths - Infographic
  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...
The New Normal? – It’s Where We Should Be Headed Anyway
The New Normal? – It’s Where We Should Be Headed Anyway
  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...
Why it’s Important to Segment your Channel
Why it’s Important to Segment your Channel
  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...
Understanding Partners’ Digital Marketing Capabilities
Understanding Partners’ Digital Marketing Capabilities
  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...
Maximising the value of your marketing spend
Maximising the value of your marketing spend
  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...
The Accelerating pace of Marketplace
The Accelerating pace of Marketplace
  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...