Partner enablement is the systematic approach of empowering a company’s external partners – such as resellers, integrators, consultants, and service providers – with the resources they need to effectively sell, implement, and support the company’s products or services. This involves…
Over the years, as vendors have explored increasingly sophisticated partner programs and channel strategies, the need for a more structured approach to partner management has grown. Managing partnerships manually can be inefficient, leading to inconsistent communication, lost opportunities, and administrative…
The Hidden Goldmine of Partner Marketing Partner marketing is often overlooked in favor of direct marketing efforts, but this neglect comes at a significant cost. Vendors that fail to prioritize partner marketing miss out on the opportunity to amplify their…
As a channel leader, it’s imperative to ensure that your partner managers focus on the right activities, those that fuel the long-term growth and sustainability of your partner ecosystem. Of course, achieving long-term success hinges on meeting your short- to…
Inspired by my personal experience building a partner ecosystem from scratch for a EU-based 400+ mln USD SaaS vendor, this post is meant to address software vendors that fall approximately within the $100-500 mln software sales revenue bracket. At this…
Organizations with a mature channel strategy rely on a diverse set of roles, including a Head of Partnerships, Program Managers, Channel Managers, Partner Managers, Technical Partner Managers, Partner Development Managers, Partner Marketers, and often specialized roles based on partner type…
Building a partner program can be a transformative strategy for growing your business, expanding market reach, and increasing revenue. But what happens when the program doesn’t deliver the expected results? Many organizations struggle to make their partner programs successful, and…
The largest tech companies in the world share one common trait: they all run a significant part of their business through their partner channels. These partnerships fuel their growth by leveraging the capabilities of independent software vendors (ISVs), solution partners,…