The full version of this article was first published at: The Initial Ask: What is Your Relationship Based On? This post is part three of a six-part series. Want to start at the beginning? Here you go. It is human nature when taking on a new endeavor to focus on the goal or the task at …
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The full version of this article was first published at: The Beginner's Guide to Structuring Your Channel Sales and Success Teams One of the most obvious reasons businesses start building a channel program – whether with traditional VARs, referral partners, affiliates, and technology partners – is to extend their sales and marketing footprint into markets …
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The full version of this article was first published at: The Allbound Podcast: How to Find and Build an All-Star Partner Team Gary Sheedy, Director of Commercial Partner Programming at DAQRI, joined me on The Allbound Podcast to discuss how to find the right partners and build a solid partner program. You operate in a …
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The full version of this article was first published at: How to Maintain Brand Consistency Across Your Partner Sales Channel If it isn’t already, brand consistency should be your primary concern in the channel, as far as content goes. Why? Because people buy from brands they trust. And the first step in garnering trust is …
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The full version of this article was first published at: 4 Things You Don't Want to Hear From Your Channel Partner Sales Team Working with your partner sales team can bring up some small issues while you’re still getting the kinks worked out. This is especially true when you have a somewhat complicated sales process, or …
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The full version of this article was first published at: Wow, There Are a Lot of Partners Out There! Choosing, Engaging and Developing the Right Partners This post is part two of a six-part series. Want to start at the beginning? Here you go. Much like Aziz Ansari questioned in his book Modern Romance, it …
The full version of this article was first published at: Channel Strategy Tips From Top SaaS Companies In the recent past, vendors selling SaaS solutions were hesitant to jump into indirect sales, concerned that the subscription-based selling and support model that SaaS relies on wouldn’t combine profitably with what the channel offers. But recently, there …
The full version of this article was first published at: Are Your Partner Communications Laughable? There is another 80/20 rule at play in channel programs. It seems that eighty percent of companies flat out don’t communicate proactively with their partners. The other twenty percent barely do. I wish I could say I was embellishing, but …
The full version of this article was first published at: Flexibility Is Essential to Success With Channel Partners In today’s customer-centric economy, nuance reigns supreme. There is no one-size-fits-all solution, because there are no one-size-fits-all problems. Each business you encounter struggles with a unique set of challenges. Many are on the same spectrum, but the …
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The full version of this article was first published at: A “New” Modern Romance: A Guide to Navigating Partner Relationships It is undeniable that technology has changed the way that humans interact with each other. Technology has infiltrated every aspect of life; personal, corporate, romantic, even how we act as consumers. The technology we …
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