Impartner Inside

Your Guide Through the Channel


May 20, 2021

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.
May 21, 2021

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
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 2, 2021

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 channel practitioners to help them design, build and then manage world-class channel programs, Impartner has created a series of blogs that provide companies of any size or maturity with answers to key questions.
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 15, 2021

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 (TCMA)—the kind that vendors use to enable channel partners to run effective marketing campaigns on their behalf—the numbers tell a very different story.
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.