Growth Hacks for Pumping Up Indirect Sales
Whether you are new to partnering or a seasoned veteran, chances are you or one of your peers has Googled, “How to grow my channel?” If so, Impartner has answers for you. Below are five proven...
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Tech Giant Vertiv Scales Partner Program Massively with Impartner Automation
A home-grown partner automation stack thwarted Vertiv, an enterprise tech giant with more than $4 billion in annual sales and 21,000 employees, from achieving its objectives with partners. But...
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The Most Important Tool Missing from Your Salesforce Toolbox
You can do amazing things with Salesforce CRM and Salesforce Communities. But helping partners grow your brand and launch compelling marketing campaigns through partners isn’t one of them, says...
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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...
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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...
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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...
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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...
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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...
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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...
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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...
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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 The post...
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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...
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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. The post Partner Program...
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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...
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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...
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More Than a Buzzword, “Partnercentricity” Is Back in Atop Corporate Agendas
If you are not familiar with the concept, “partnercentricity” is a business concept that took hold among tech vendors several years ago. It’s the idea that everything a company does must have a...
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Make Partner Marketing FREE
Making partner marketing FREE might not be the first thing that pops into your head when you think of ways to improve your messaging and communications, but it might be the best idea for your...
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The Seven Myths of Being a Channel Chief
If you’re new to channel sales or management, or even a seasoned veteran of partnering, you likely have many questions on key aspects of your job. You may even wonder how other channel chiefs at...
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Tame Your Quota Giant
Ever feel like retiring your channel sales quota is akin to taking down Goliath? If you do, then take heart: you can overcome your quota Goliath just like David overcame the Philistine who stared...
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Partner Loyalty Demands Proper Prioritization
If you expect channel partners and business allies see the world through your lens given how much time, money and energy you invest in them, then here’s another news bulletin: your expectations...
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