Depending upon the phase of your partner program, channel partner recruiting can, and should look quite different. Early-stage channel programs have yet to establish a model of what their ideal partner profile looks like, while mature partner programs have clearly established characteristics that m...

The goal of any B2B organization is to develop a level of repeatability that warrants further investment. If I spend $1.00 here, and can consistently get $7.00 in return, then I will do that until the ROI falls below whatever threshold no longer dictates this as the highest return on investment. As ...

In an ideal world, partners bring you business that you would otherwise not be able to win on your own. This begs the question: Do you know with complete certainty that your partners are driving sales for you? Or is your company actually sending business their way without getting anything in return?...