Sales
3 Stages of Competitive Channel Programming
Crafting your channel program should be a very deliberate activity. Although you may start with the channel in an opportunistic...
by Jessica Baker
Sales
How to Recruit and Onboard Channel Partners
There are a few defining moments in the channel lifecycle. Early on those two are recruiting and onboarding. How you...
by Jessica Baker
Sales
Creating a Modern Partner Program That Works
Creating a partner program is no simple task. A program framework will outline all the benefits you can offer to...
by Jessica Baker
Leadership
Channel Ready Checklist: Everything You Need to Set Your Channel Up for Success
Congratulations, it’s a Channel Strategy! If you’ve just given birth to your company’s first channel strategy, the fun is just...
by Jessica Baker
Leadership
5 Signs You're Ready For An Indirect Channel Strategy
One of the most popular questions I am asked is, “How do I know when my business is ready for...
by Jessica Baker
Demand Generation
Three Keys to Building a Partner Portal to Reduce Churn
In my last blog post, I discussed how SaaS companies can leverage their channel partners to reduce customer acquisition costs....
by Jim Somers
Benchmarks
3 Steps to Reduce CAC & Turn Channel Partners into a Force Multiplier
In a recent post, I put forth a long laundry list of channel metrics to monitor partner performance. Now, let's dive...
by Jim Somers
Sales
23 Metrics to Track for Real Insight into Your Channel Partnerships
Channel sales are notoriously challenging. Yet according to Accenture, over 70% of mid-sized to large high-tech enterprises depend on a network...
by Jim Somers
Sales
When (Almost) Every Company Should Invest in Biz Dev
This is the fourth post in a series focused on the topic of “Business Development”. In my first post — Introducing...
by James Cohane