Is your channel falling victim to these 4 Go-to-Market challenges?

Posted by Andrea Couzens

Aug 15, 2014 11:49:33 AM

Earlier this week we hosted a webinar called Building a Go-to-Market Strategy to Enable Both Your Cloud and Traditional Partners. Our presenters VP Channel Strategy William Gilsing and VP Client Services Dale Taormino received some really good questions from attendees and decided to share their answers with you in this blog post.

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Topics: Channel Strategy

Are your PAMs biases skewing your partner profiling?

Posted by Andrea Couzens

Aug 7, 2014 11:21:44 AM

Companies are constantly reaching out to us for guidance on how to recruit the right partners for their channel. They have questions about finding their ideal partners, and how to identify what that partner looks like in the first place. With the rise of Cloud and recurring revenue models, the types of partners they need is shifting, which has made it necessary for them to reevaluate what partner capabilities are important to them – and made it even more critical to engage in profiling and recruitment activities. In this post, I’m going to break down one of the truths companies need to follow for successful recruitment.

Avoid Profiling Bias

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Topics: Channel Strategy

6 Steps for a Go-to-Market Strategy that Enables Cloud & Traditional Partners

Posted by William Gilsing

Jul 31, 2014 12:23:27 PM

Many technology partners and vendors find themselves in the implementation stage of a hybrid Cloud model. Tiffany Bova of Gartner, sees the channel evolving as follows:

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Topics: Cloud, Channel Strategy, Go-to-Market

What can you do to build a profitable rewards program?

Posted by Harte Onewein

Jul 24, 2014 10:45:20 AM

Loyalty and rewards programs are adapting to keep up with the shift partners are making to cloud and hybrid selling. As partners modify their business models to provide customers with the solutions they expect, many fail to make the transition, leaving vendors with less viable partners to work with. In this blog post, I’m going to share a couple tips to help you create a profitable rewards program.

Understand your partners’ different business models

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Topics: rewards, loyalty, Author

Changing the Game

Posted by Geoff Smith

Jul 17, 2014 2:01:53 PM

If you have been in a channel sales or marketing role for any length of time, you know that we are in the midst of unprecedented change and opportunity in both B2B and B2C. The “age of the consumer” and their ability to gather info rapidly and control the sales process has forever changed the fundamental engagement model. Some would argue that the traditional line between B2B and B2C is gone altogether. 

No matter your persuasion, I think we can all agree that for any business to remain relevant, one can never rest because the pace of business innovation and communication is approaching light speed. When a simple tweet, viral video, pic or new mobile app can trigger opportunity or crisis overnight, “business as usual” has become a distant memory. Never has it been more important for manufacturers, resellers and partners to distinguish themselves within their market.  

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Topics: channel

Top 3 Questions from Our B2B Incentive & Loyalty Webinar (Part 3)

Posted by Claudio Ayub

Jul 10, 2014 1:12:00 PM

This week I address the third most asked question from our recent global incentives & loyalty webinar:

“How do I design a loyalty rewards program for a Cloud-based sales channel, where the big transactions are replaced by smaller recurring revenue transactions, and transactions after the sale closes, such as additional subscriptions and renewals?”

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Topics: rewards, Incentives, rewards program

Measure Twice. Cut Once.

Posted by Karen Strub VP Client Services

Jun 26, 2014 12:29:00 PM

The above axiom is as appropriate to partner program decision-making as it is to carpentry, sewing or bridge-building. While we don’t need to measure the same program element twice, we should measure the elements that lead to the desired result as well as the result itself. Measure twice.

Partner program budgets aren’t growing. At best, budgets are flat. This simply underscores the need to optimize incentive spending. Targeting the right incentives to high-performing or up-and-coming partners remains a key priority for our clients. However this is not an easy task – as programs grow so does the complexity and the amount of data required to evaluate the incentive mix. Also, many organizations lack data scientists with experience in conducting an analysis of this type. 

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Topics: Partner Marketing

Top 3 Questions from Our B2B Incentive & Loyalty Webinar (Part 2)

Posted by Claudio Ayub

Jun 19, 2014 1:24:59 PM

This week I will answer question #2 from our recent Incentives & Loyalty webinar:

What features/functionality should I look for in a single incentive platform that will enable me to efficiently and effectively manage multiple concurrent promotions differently in multiple regions and countries?

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Top 3 Questions From Our B2B Incentive & Loyalty Webinar (Part 1)

Posted by Claudio Ayub

Jun 12, 2014 1:12:00 PM

Thanks to those who attended our recent webinar on successfully launching and managing a global incentive program through the channel. While we answered several questions during the webinar, we unfortunately didn’t have time to answer them all.

We received many questions after the webinar and I grouped them into the following three most asked-about categories:

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Topics: Incentives, loyalty

What does the Joint Marketing Process Look Like?

Posted by Harte Onewein

Jun 5, 2014 1:52:00 PM

The Joint Marketing Planning process can be seem a bit confusing and time consuming at first, but the benefits of planning with your partners is well-worth the investment. If it’s a new activity for you, you’ll be amazed by the ability it gives you and your partners to mutually drive positive business outcomes. The process gives partners a more active role in planning their marketing activities and promotional allowance spending. When partners feel more engaged and are treated as a true partner instead of merely an extension of you sales force their happiness and loyalty increase. Joint Marketing Planning can help you:

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Topics: partner enablement

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