Hundreds of thousands of partners of all types drive hundreds of billions of dollars in revenue every year for the vendors they work with. Every single dollar of channel revenue started with a vendor and a partner, deciding to work together, and invest time in their mutual success. That whole proces...

In part one of this Blog, 14 questions your partners should be asking before registering a deal, we explored the main six questions your partners should be enabled to ask before considering registering a deal through your PRM software. Sometimes, when channel partners are engaged in evaluating a po...

The question is not which is better, CRM or PRM. The question is, where does each one fit and why should organizations not try and use their CRM as a window or portal for their partners. At their core, both tools share a common purpose, to manage relationships. One seeks to manage relationships with...

Some of the largest resellers in the world have solidified and regularly train their sales teams on the latest in sales methodologies, often investing in a specific role to ensure sales motions are repeatable and measurable. At smaller resellers, the focus is much less on sales motions and more on d...

Partners are an extension of your sales team, there is no denying that. The path to an engaged partner is not a one-size fits all approach and should only be influenced by your existing employee engagement and educational strategies. Creating a strategy, buying technology like partner portals, and h...

Yet again, the adage “when the going gets tough, the tough get going” has come true. 2021 saw some companies accelerate their growth, while others struggled or even went under. “The Obstacle is The Way”, written by Ryan Holiday, provides great examples of companies who persevered through some of the...

Consistently providing high-quality training for your channel partners is a wonderful way to spread information across your network of channel partners in a way that has less friction than traditional channel marketing. Partner Training is knowledge sharing; marketing is selling, and your partners k...

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...