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.
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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 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.
Impartner Debuts Through Channel Marketing Automation That Partners Cannot Help But Put to Use
Impartner, the world leader in partner automation technology, is unveiling updated Through Channel Marketing Automation (TCMA) technology that removes the obstacles that have historically kept partners from utilizing vendor provided tools and benefits.
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 partner-centric component baked in from the start.
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 improving business.
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 companies like yours operate. Impartner Channel Chief Advisory Board (CCAB) member Theresa Caragol unpacks commonly held misperceptions. And she would know.
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 him down. Some new thinking may help your cause. To stimulate new ideas, here are three questions that every channel sales manager and channel salesperson should consider at the start of every month, quarter and year.