Impartner Inside

Your Guide Through the Channel


April 23, 2018

New Partner Mantra: ‘Show Me (How I Make) the Money’

It's surprising how many channel people we talk to that do not have a clear understanding of how their partners make money selling their products. When we talk with our clients about the importance of a strong economic value proposition to support their recruiting and re-recruiting efforts, they report many of the same challenges.
April 18, 2018

3 Trends to Revolutionize Your Manufacturing Business

It’s no surprise the manufacturing industry has one of the most complex selling models. With a rapidly changing sales environment, keeping up with the times in the current market can make it difficult to maintain a competitive edge. We’ve discovered a few trends to revolutionize your manufacturing sales and increase revenue growth.
April 15, 2018

Five Things Channel Vendors Need to Know to Prepare for the GDPR

Today, one in four US companies don’t know if they’re prepared to meet GDPR compliance standards, which are set to take effect in May of this year. These new security rules affect any business that stores data on EU citizens, even if the company is based in the US.
April 9, 2018

Stop Bribing Your Partners with MDF

We are in a state of revolution regarding partner programs. If you are still stuck on bribing your partners with Marketing Development Funds (MDF), we are here to tell you, there is a better way!
March 15, 2018

Change Your Selling Point of View

Getting your organization to shift to a partner-centric management mindset will require a change in the way you train your team to interact with partners. When selling aligns with your partner-centric management philosophy, your partner programs are bound to succeed.
February 22, 2018

Fake News Kills Partner Trust

Partner trust starts with your programs and your products. Your programs must deliver on the expectations you present.
February 15, 2018

7 Characteristics Required to Transcend a Market and Build a Billion-Dollar Software Company

We found the most significant type of qualities amongst the most successful companies and how you can apply them when planning and building your billion-dollar software company.
January 18, 2018

So You Signed a New Reseller Partner, Now What?

Whew, what a process, but you finally got that new partner signed up. You’ve done a lot of prospecting, been on many phone calls along with demonstrations, testing and negotiation. Regardless, it was time well spent as the dotted line got signed. Now, you can sit back and watch the sales roll in.
January 12, 2018

2018: The Year of SaaS in the Channel

SaaS/cloud adoption was very strong in 2017, reaching $46.3 billion by year’s end, Gartner predicts. As adoption increased, the IT services channel has been forced to move quicker in its own adoption, service creation and sales of SaaS/cloud products. I expect to see an even faster rise of SaaS/cloud adoption next year as channel companies continue to tool their business models to SaaS/cloud, which will drive adoption in the SMB space to new heights.