Mindmatrix

JUNE 11, 2024

The usual answer to this question is: let’s hire a full-time channel chief who will build out and manage the channel partner program, but it often happens without prior determination of an acceptable ROI, an agreed-upon partner program strategy, or without envisioning the end goal in mind.

Channels and alliances 52

Channels and alliances Partnering capability and readiness Co-Alliance Partnership strategies 52

PLM Alliances

APRIL 15, 2023

Introduction Effective channel management is essential for companies looking to expand their market reach and drive revenue growth in today's competitive business landscape. This comprehensive guide will give you an in-depth understanding of channel management, its core disciplines, and best practices.

Channel strategies 52

Channel strategies Channel management Successful channels Collaboration 52

PLM Alliances

AUGUST 21, 2022

In our second Channel Chats episode, The Spur Group's CMO, Richard Flynn, is joined by Snowflake's Colleen Kapase , SVP WW Partners & Alliances. Highlights of the conversation include: What's unique about channel management at Snowflake. Aligning channel and field sales. Co-selling versus re-selling with partners.

Co-Alliance 52

Co-Alliance Channels and alliances Channel strategies Channel management 52

Impartner

APRIL 26, 2019

Fourth annual gathering now largest vendor-led event for channel chiefs worldwide, mirrors Impartner’s 10x growth in new customer logos in same time period. With 75 percent of world trade flowing indirectly, brands are starting to invest in their indirect channels, partnerships, and alliances at the same level.”

Channel strategies 40

Channel strategies Channels and alliances Fintech Channel management 40

Magnetrix

JUNE 24, 2021

Table of contents: Recruiting the wrong channel partners. Tip #1: Have a well-defined channel strategy. Tip #3: Keep a scorecard for channel partners. Evolving your channel strategy as you grow. Have the resources and mindset to support large channel partners. Have a term sheet for channel partners.

Channels and alliances 92

Channels and alliances Partnering capability and readiness Channel strategies Co-Alliance 92

Magnetrix

MARCH 11, 2021

As entire populations were told to stay at home and brick-and-mortar stores closed their doors for months on end, many B2B and B2C companies lacking a solid online strategy were caught out unawares. Choosing the wrong channel partners can increase costs, limit revenue growth, and surrender market share to competitors.

Channels and alliances 98

Channels and alliances Channel strategies Successful channels Engineering 98

Channel Incentive Best Practices

JANUARY 5, 2021

Looking to take your SaaS solutions to market via the Channel? If so, join Channel Mechanics for the upcoming webinar “Channel Sales for SaaS”, with guest speakers, Justine Cross , Managing Director, EMEA Channels and Nehul Goradia , Co-Founder, Enabler ONE. – Saas Pricing models for the Channel.

Channels and alliances 52

Channels and alliances Co-Alliance Global alliance Banking 52

PLM Alliances

AUGUST 21, 2022

As more companies today leverage partners as a vital component of a go-to-market strategy, having world-class channel management is more critical than ever. By some estimates, as many as 70% of alliances fall short of expectations for both the partners and the vendor. How do you know if your strategy is falling short?

Channel management 52

Channel management Successful channels Channels and alliances Co-Alliance 52

Successful Channels

DECEMBER 31, 2019

I have been looking for inspiration on the “how-to” process for building deeper channel partnerships. can do to build stronger and more committed partnerships for their channel. This blog attempts to take that one step further by defining how to apply these commitment development practices to your channel strategy and program.

Business partnerships 52

Business partnerships Channels and alliances Channel strategies Successful channels 52

PLM Alliances

APRIL 20, 2021

In our latest Channel Chat, The Spur Group's CMO, Richard Flynn, (virtually) sat down with the CEO of Baptie, Rod Baptie, discuss the building blocks of cultivating a successful Channel strategy.

Channel strategies 52

Channel strategies Successful channels 52

The 2112 Group

AUGUST 30, 2021

While training and enablement are universally seen as a channel necessity, connecting the value to the outcome often proves elusive. One vendor that’s making enablement a core piece of its channel strategy and partner relationships is Oracle NetSuite. Subscribe Today!

Channels and alliances 93

Channels and alliances Channel strategies 93

Magnetrix

OCTOBER 4, 2021

Table of contents: Introduction: 4 best practices to lay the foundations for your channel partnerships. Best practice 1: show your channel partners you’ve done the homework - show them a plan. Getting feedback from channel partners. Analyze & outperform competitor’s channel programs. Branded merchandise.

Channels and alliances 90

Channels and alliances Channel strategies Finance System integrators 90

PLM Alliances

OCTOBER 23, 2022

Our fifth Channel Chats episode features Raegan Wilson and Kate Caday , leaders of channel management and sales transformation at Spur Reply. Raegan owns the firm’s platform alliance relationships and leads the channel automation and optimization strategy. RAEGAN : Thank you for joining us for a Channel Chat on PX.

Channels and alliances 40

Channels and alliances Partnering capability and readiness Channel strategies Ecosystems 40

Tackle.io

MAY 11, 2023

In the early days of Cloud Marketplaces, both ISVs and channel partners wrestled with ambiguity over how the Marketplace would affect software sales. For many, Marketplaces looked competitive to the channel and both channel partners and ISVs were initially resistant to the idea of integrating. What role would the reseller play?

Channels and alliances 52

Channels and alliances Ecosystems Finance Channel strategies 52

Tackle.io

MAY 11, 2023

In the early days of Cloud Marketplaces, both ISVs and channel partners wrestled with ambiguity over how the Marketplace would affect software sales. For many, Marketplaces looked competitive to the channel and both channel partners and ISVs were initially resistant to the idea of integrating. What role would the reseller play?

Channels and alliances 52

Channels and alliances Ecosystems Finance Channel strategies 52

PLM Alliances

MAY 16, 2020

As more companies today leverage partners as a vital component of a go-to-market strategy, having world-class channel management is more critical than ever. By some estimates, as many as 70% of alliances fall short of expectations for both the partners and the vendor. How do you know if your strategy is falling short?

Channel management 59

Channel management Successful channels Channels and alliances Co-Alliance 59

PLM Alliances

AUGUST 21, 2022

For episode 3 of Channel Chats, The Spur Group CMO Richard Flynn spoke with Oracle's Ross Brown who is the VP, Cloud Go-to-Market. The episode covers how Oracle built a enterprise-level cloud partner infrastructure, how the company thinks about channel partners today, and the latest trends for channel chiefs.

Value creation 52

Value creation Channel strategies Utilities 52

Impartner

AUGUST 17, 2022

Now in its sixth year, ImpartnerCON is o ne of the world’s largest vendor-led channel industry events gathering the most influential channel leaders and industry speakers to collaborate, celebrate and deep dive into future-forward content. Maria Chien is an industry thought leader in B2B channels.

Co-Alliance 40

Co-Alliance Channels and alliances Channel alliances Ecosystems 40

PLM Alliances

MAY 3, 2023

Channel automation optimizes partner experience, accelerates revenue, and enhances go-to-market (GTM) strategies. By streamlining processes, improving communication, and enabling better collaboration, channel automation can unlock the full potential of your partner network.

Credit 40

Credit Ecosystems Collaboration Channel strategies 40

Impartner

AUGUST 16, 2019

” If you’re building a channel, it’s always best practice to follow best practices. In an excerpt from Impartner’s eBook, “ The Ultimate Field Guide to Starting a Channel ,” here are the five key steps for success: 1. The first step is to establish a strategy, then establish policies, then the program.

Channels and alliances 59

Channels and alliances Co-Alliance Strategic alliances Collaboration 59

Magnetrix

NOVEMBER 18, 2021

Margolis of SAP Channel Maven Consulting & Spark Your Channel. Channel partners need ongoing attention from vendors. 1st Consideration: Channel partner training, support and feedback. Should vendors be supporting their channel partners? Can I regain a channel partner's trust after losing them?

Channels and alliances 96

Channels and alliances Channel strategies Growth partners 96

Impartner

MAY 28, 2020

New Impartner Channel Chief Advisory Board assembles powerhouse group of channel thought leaders from those who regularly generate headlines, present keynotes at top channel forums, curate leading channel events, and are trusted channel advisors for top corporations worldwide. Click here to sign up for the webinar.

Channels and alliances 52

Channels and alliances Co-Alliance Strategic alliances Channel management 52

PLM Alliances

AUGUST 21, 2022

Every channel leader faces the same core problem — how do I use limited resources, programs, and people to best influence partners and meet my business objectives? What is a channel leader left to do? The changing world of channel leaders. For most companies, the channel chief is at the center of these changes.

Partnering capability and readiness 52

Partnering capability and readiness Engineering Channel strategies Channel management 52

Magnetrix

JUNE 16, 2022

Benefits of a well-thought out channel partner strategy. Include the initial assessment in your channel strategy. First steps in creating a channel partner strategy. Ensuring channel partners are the best fit for your organization. Ensuring channel partners are the best fit for your organization.

Channels and alliances 69

Channels and alliances System integrators Strategic alliances Strategic partnership 69

Channel Incentive Best Practices

JULY 6, 2021

One of the most popular channel programs to offer to Partners is that of Deal Registration. However, in today’s channel ecosystems, Deal Registration programs cannot be deployed in isolation from other programs in your overarching Channel GTM strategy. Kate Price, Global Channel Operations Manager, Extreme Networks.

Channels and alliances 97

Channels and alliances Global alliance Banking System integrators 97

PLM Alliances

MAY 16, 2020

You need to re-examine the effectiveness of your channel management efforts. If you are a channel chief your primary role is to generate channel sales. Learn the five key attributes of a great channel revenue acceleration engine. At The Spur Group, we help our clients determine their Channel Health Index.

Partnering capability and readiness 52

Partnering capability and readiness Channel strategies Channel management Utilities 52

PLM Alliances

JULY 29, 2021

In our fourth installment of Channel Chats, CMO Richard Flynn welcomes channel sales expert Raegan Wilson , who is a new Managing Director at Spur Reply (formerly 'The Spur Group'). Raegan has 20 years of channel experience working with clients like Thomson Reuters, Logitech, Palo Alto Networks, Xerox, ADP, and Fortinet.

Partnering capability and readiness 52

Partnering capability and readiness Channel strategies 52

Mindmatrix

NOVEMBER 21, 2023

We have worked with and educated tens of thousands of Partnership and Channel professionals, and commonality across nearly 100%, is that they learn as they grow. Partner Marketing is more important than ever to every vendor’s partnering, ecosystem and channel strategy. “, she added.

Channels and alliances 59

Channels and alliances Co-Alliance Partnering capability and readiness Ecosystems 59

PLM Alliances

MAY 16, 2020

It is impossible to ensure your channel efforts are paying off unless you have an objective, data-driven view of your teams' and programs' performance. Diagnosing channel effort performance, or health, can be done quickly, but if done incorrectly will lead to stagnant and potentially declining business results. Budgets are shrinking.

Channel management 52

Channel management Channel strategies Construction Utilities 52

Magnetrix

MAY 4, 2022

Best practices for selecting a channel management platform. When is a solution necessary for channel management? Which organizations should adopt a channel management tool? Top challenges alleviated by a stellar channel management platform. A learning management system (LMS) for channel partner training.

Channels and alliances 52

Channels and alliances Partnering capability and readiness Co-Alliance Channel management 52

PLM Alliances

JUNE 8, 2020

Effective channel management is all about driving customer wins, managing channel sales, and building market coverage. As a channel leader, it is your role to ensure you plan effectively to have the right number of partners in the right places to drive the right results. Partner capacity versus partner scoring.

Partnering capability and readiness 52

Partnering capability and readiness Channels and alliances Channel management Engineering 52

PLM Alliances

MAY 20, 2022

Apply the model to your channel strategy. In this final phase, partners will ideally build their business around yours, and you’ll start to see significant scale as an organization. This is the best-case scenario for your partner relationships. You’ve learned the basics of the new partner experience model.

Ecosystems 52

Ecosystems Channel strategies Collaboration 52

PLM Alliances

MAY 20, 2022

Apply the model to your channel strategy. In this final phase, partners will ideally build their business around yours, and you’ll start to see significant scale as an organization. This is the best-case scenario for your partner relationships. You’ve learned the basics of the new partner experience model.

Ecosystems 52

Ecosystems Channel strategies Collaboration 52

PLM Alliances

JUNE 8, 2020

Every channel leader faces the same core problem — how do I use limited resources, programs, and people to best influence partners and meet my business objectives? What is a channel leader left to do? The changing world of channel leaders. For most companies, the channel chief is at the center of these changes.

Partnering capability and readiness 52

Partnering capability and readiness Engineering Channel strategies Channel management 52

Channel Incentive Best Practices

MAY 13, 2021

The last couple of years have seen an influx of new types of partner in to the IT channel. This was one of the topics under discussion on our recent webinar: ‘Modernizing Incentive Programs for Today’s Channel’. Download the full webinar on-demand: “ Modernizing Incentive Programs for Today’s Channel ”. Stay Connected.

Channels and alliances 58

Channels and alliances Channel strategies 58

The 2112 Group

AUGUST 24, 2021

Bill Cate, vice president of marketing and channels at Zebra Technologies, joins Channelnomics’ Changing Channels host Larry Walsh to discuss the role of non-transacting partners in go-to-market strategy. At least that’s what conventional channel wisdom says. At least that’s what conventional channel wisdom says.

Channels and alliances 52

Channels and alliances IT resellers IT resellers System integrators 52

PLM Alliances

APRIL 18, 2023

We will discuss how modern technologies such as Partner Relationship Management (PRM) systems and advanced analytics simplify their implementation and offer insights on leveraging these strategies for maximum impact. Consequently, this leads to increased lead generation, accelerated sales cycles, and enhanced overall channel performance.

Channel management 52

Channel management Ecosystems Channel strategies Collaboration 52