THE IMPARTNER BLOG
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Your Guide Through the Channel
Channel Basics Revealed: The Pros and Cons of Exclusive Partner Deals
When building a channel program, prepare yourself for an inevitable question from one or more partners: “Are you willing to sign an exclusive deal?” The question often pops up when you enter a new market and/or when a partner senses a unique sales opportunity that revolves around your product or service. It’s a conversation you should prepare for as you build your partner program.
You Cannot Achieve Your Goals Without a Marketing Engine to Drive Your Indirect Sales
More than three-quarters of marketers use some form of marketing automation technology today, according to Social Media Today. When it comes to investing in through channel partner automation (TCMA)—the kind that vendors use to enable channel partners to run effective marketing campaigns on their behalf—the numbers tell a very different story.
Honing Your Partner Proposition Part Two: Understanding Different Partner Types
In part one of Honing Your Partner Proposition, we zeroed in on the basic components of building a channel. In this installment of the “Channel 101” series, we will focus on the different types of partners you will likely encounter, especially in the high tech, cybersecurity and fin-tech markets.
Honing Your Partner Proposition Part One: Why Would a Partner Want to Do Business with You?
In this, our fourth installment of the “Channel 101” series, we zero in on the basic components of your partner value proposition. As a quick recap, we previously provided an overview of different partners, program requirements and more. Now it’s time to focus inwardly on the basic program components.
Tenego Academy Unravels Channel Basics for Any Tech Company Thinking About Partners for the First Time
Channel 101 is a new editorial project that covers the basics of channel planning, program creation, partner recruitment and more. Working with Tenego Academy, an Irish company that works with channel practitioners to help them design, build and then manage world-class channel programs, Impartner has created a series of blogs that provide companies of any size or maturity with answers to key questions.
Your Partner Strategy: Partner Types, Requirements and Criteria Review
In this installment, we examine ways to help you better understand the types of business partners that exist today, the ones that are best suited to your business, and the best ways to attract their interest.
Supporting Current Partners: Quick Wins That Can Provide a Boost to Performance
How do you work with partners? It sounds like a simple question but it isn’t. Successful partnering today demands exacting answers. This is especially true of partner enablement, management and prioritization. Here are some questions and answers that will help you get up to speed and rack up wins quickly to help build momentum.
Trim Your Partners Ranks to Achieve Better Results
A lot of us in channels management accept the 80-20 rule that says 80% of your sales will be achieved by 20% of your best partners. But most channel leaders fail to do anything about it
What Every Channel Professional Needs to Know About Customer Data
We can put a drone on Mars but we cannot automate data sharing to help grow our businesses? For many tech vendors, this is sadly true. If you’re still passing customer information in spreadsheets shared via email, you’re woefully behind the curve, says Cassandra Gholston, co-founder and CEO at Partnertap.
Partner Program Guiding Decisions Policies and Culture: Guidance on Your Critical Decisions
“Grow” may be a goal but it is no strategy. Differentiating between the two is just one of the many things you need to understand as you begin to build your channel.
Tech Channel “Fast Forwards” to New Business Models, Programs and Automation
Changes that were working their way through the information and communications tech channel have accelerated as a result of Covid-19, new business models and powerful automation platforms. So says Rod Baptie, founder and managing director of Baptie & Co., one of the tech industry’s most influential events and networking businesses.
Three Reasons Why Your Marketing Automation Platform (MAP) Is No Substitute for a TCMA Solution
You can do many things with your Marketing Automation Platform (MAP) — generate leads, coordinate campaigns and measure marketing efficacy, among other things — but you cannot use it to effectively market your products and services through partners.