Impartner Inside

Your Guide Through the Channel


May 17, 2021

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.
May 26, 2021

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.
June 1, 2021

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.
June 10, 2021

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.
June 15, 2021

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.
June 23, 2021

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.