Every single organization with the aspirations of launching a partner program hopes to recognize all of the common benefits with help of the Partner Engagement Plan. Decreased sales cycles, higher deal sizes, lower churn rates... the list goes on. A key cornerstone to a bountiful Channel Partner Pr...

“Our success has really been based on partnerships from the very beginning.” - Bill Gates. We can all probably agree that Microsoft hasn’t always had the best products, they are not the most innovative, their systems are sometimes a challenge to integrate into and overall, everyone has just bec...

Businesses are always looking to unlock new revenue streams, which is precisely why many leading technology vendors opt to open up channel programs. You get a team of committed partners who are essentially selling your products on your behalf. But not every channel program is the same. If you want t...

Your channel program partners might help you make money, but they absolutely do not work for you. The most effective partners can participate in practically any channel program that aligns with their expertise. They’re salespeople who are interested in what salespeople tend to be interested in: clo...

Deal reg can have a profound impact on a vendor’s channel programs. Yet business leaders sit around at the end of the year and wonder why they didn’t find success. To get better results, businesses need better tools, better programmatic details and a better basic understanding of how things work. Tr...

Many vendors don’t think they need purpose-built deal registration solutions when they have early-stage channel programs. Instead, they think they can get by using things like MA forms and Google Forms while their programs are still relatively small. It is certainly possible to get by without a de...

A few years back, CRN ran a couple of posts about the increasingly important role deal registration has taken on in the channel and how, in the authors’ opinions, that evolution led to abuse across the partner community. Among other things, the articles alleged that some partners were registering...

Deal registration was originally created to help vendors manage channel conflicts while enabling channel partners to protect profits and compete on a level playing field. Since it first emerged, the concept has proven to work very well—to the point that deal registration is now a key component of ...