Channel Incentive Best Practices

APRIL 28, 2021

The past 12 months have seen an enormous uptake in cloud services, with more than ninety percent of UK businesses saying it played an important part in their response to COVID-19. Channel partners have adapted their business models accordingly – meaning big changes to how vendors engage, classify, incentivise and renumerate partners. So how has the shift to cloud and Software-as-a-Service (SaaS) changed how vendors measure partner success?

Ecosystems 52

Ecosystems System integrators Channel management 52

INSEAD Knowledge

APRIL 11, 2021

To harness the potential of new technology, today’s data-driven business leaders must also be politicians and communicators.

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Peter Simoons

APRIL 5, 2021

Tip 7: Set a Cadence of Communication. Did you know that in any orchestra, the most important member is actually the conductor? The individual musicians making up the orchestra may know how to play their piece, but they can’t achieve the unity and harmony required in playing a symphony without the conductor’s guidance. The conductor is the one with the plan of how the symphony should sound, and so they have to direct when and how every note should be played to create the desired unit

Alliance management 231

Alliance management Government 231

Jake Jorgovan

APRIL 7, 2021

Processes… we all know it’s part of what we need to scale our businesses. You hear people talk about Standard Operating Procedures (SOP’s) all the time. I’m a huge believer in SOP’s and have been using them for a while… yet recently I’ve had some mindset shifts in how I think about processes. In this article, I am going to share the mindset shifts and how I now think about building a process driven business.

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Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Be Partner Ready

APRIL 25, 2021

When embarking on a corporate partnerships strategy, it’s critical to know that there are two levels of readiness. Often when non-profits and social enterprises consider commencing a corporate partnerships strategy, their first action is to ask the board for contacts within the business sector. There’s nothing wrong with that, but it’s something that should be done way down the track, and certainly not at the start.

Corporate partnerships 211

Corporate partnerships Partner ready Partnership strategies 211

PartnerTap

APRIL 13, 2021

If you want to make strategic co-selling a primary revenue driver, building connections with your partner’s field teams is critical. Microsoft perfectly explains the benefit of co-selling: “co-selling with partners typically results in a larger sale on average than those sold independently, which incentivizes sellers and partners to work with each other to identify synergies and join forces.”.

Channel management 182

Channel management Engineering Collaboration 182

Ground Floor Partners

APRIL 29, 2021

2020 was a rough year for the vast majority of American businesses. Restaurants, airlines, hotels, spas, convention centers, and dozens of other types of businesses were hit hard. Families struggled, poverty and food insecurity increased and paychecks either went away completely or decreased. Weekly unemployment claims reached historic lows (with the exception of the Great Depression).

Energy 130

Energy Construction Engineering Government 130

Peter Simoons

APRIL 19, 2021

Tip 8: Understand the Cultural Differences. When two people begin occupying the same space – as roommates or dorm-mates, as co-workers using the same office, as a couple living together – one of the many possible sources of conflict that can spring between them is the way they do things. One person may be messy, while the other is fastidious to a fault.

Co-Alliance 246

Co-Alliance Business partnerships Collaboration 246

CoSell

APRIL 28, 2021

In our sales environment, we are looking for ways to gain a competitive advantage and provide exceptional value. More and more sales professionals are looking to build long-term relationships with their B2B partners. If that sounds good to you, you’re probably also wondering is about how. You may be asking two critical questions: What is the best way to connect with clients?

Collaboration 130

Collaboration 130

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ChatGPT has dominated boardroom conversations for months now. From drafting a stock trading program, to creating a SQL query to model data, there are practically no limits to the applications of the AI language model assistant. At ManageEngine, we have been working on our own AI-assistant, Zia. Zia is a fully-trained analytics assistant that can perform a range of functions such as creating and adding reports to dashboards, providing conversational support to data analysis, insight discovery, bu

Stellar Partnerships

APRIL 26, 2021

Have you ever participated in Tough Mudder? It’s a crazy fitness challenge with all kinds of obstacles to overcome. Personally, I’ve never felt the urge to commando crawl through mud or jump into icy water, but Sharon did it once – in a red morph suit (yes, you can bribe me for the photos).

Partnership management 130

Partnership management Collaboration 130

Board Source

APRIL 30, 2021

Billy Shore of Share Our Strength , the parent organization for the No Kid Hungry campaign, responds to BoardSource’s CEO, Anne Wallestad's new way of framing the nonprofit board’s role, and a call for what we’ve termed “Purpose-Driven Board Leadership.”. “ The Four Principles of Purpose-Driven Leadership ” offers a new framing of a board’s mission that puts purpose first.

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ISTO / IEEE

APRIL 14, 2021

by Michelle Hunt, Director, Alliance Management Operations, ISTO . Industry events that combine LIVE and digital components for in-person and remote audiences are what we now call the “Hybrid Meeting” or “Hybrid Event.” And while Hybrid events were conceived in direct response to travel restrictions during a worldwide pandemic, with the advancement of streaming and digital meeting technologies and the flexibility they afford, they are increasingly becoming a desired meeting format for the future

Legal 130

Legal Alliance management Collaboration 130

Be Partner Ready

APRIL 12, 2021

I spent the Christmas holidays indulging in passion – making stuff (calling it ‘art’ is a bit of a stretch). I invaded my husband’s workshop (he’s a proper artist, unlike me) and thew myself into making a sculpture that’s been nudging my subconscious for years saying ‘make me, make me’ Creating helps me to relax & get away from the screen – but most of my projects never see the light of day.

Corporate partnerships 130

Corporate partnerships Partner ready Partnership strategies 130

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Peter Simoons

APRIL 25, 2021

In a 1993 HBR interview Peter F. Drucker mentioned alliances as “ Dangerous liaisons […] which, by the way, very few people understand ”. In the article it is clear that Drucker refers to the manager’s desire to have control. Luckily, we’ve come a long way in the past 28 years. However, even today, not many people really understand alliances. .

Co-Alliance 246

Co-Alliance Alliance management 246

CoSell

APRIL 22, 2021

When it comes to collaborative selling, many people find it is easier to start from a blueprint template instead of starting from a blank slate. I’m sure you’re seeing this in other parts of your work. Instead of starting with a blank page for designing a website, you begin with a blueprint. Instead of beginning a project on a blank whiteboard, you use a project management template.

Collaboration 130

Collaboration Strategic partnership 130

Stellar Partnerships

APRIL 19, 2021

Have you ever tried to train a puppy? It’s a constant challenge to lure them away from chewing your furniture and digging up the garden. My border collie was a four- legged weapon of mass destruction, with boundless curiosity about everything on the forbidden list.

Corporate partnerships 130

Corporate partnerships Energy 130

INSEAD Knowledge

APRIL 1, 2021

Research suggests that, by using a tying strategy, dominant platforms may be able to gain traction in new markets with a lower quality product than what is offered.

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Your buyers’ lives, preferences, and expectations have changed. Over two-thirds of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. They hold sellers to a high standard, and that means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver.

ISTO / IEEE

APRIL 7, 2021

PISCATAWAY, NJ 6 April 2021 – The IEEE Industry Standards and Technology Organization (ISTO), an International Federation of leading industry groups and consortia dedicated to the advancement of standardized technologies for the benefit of industry, today announces the formation of a new Federation member Adaptive Instructional Systems Consortium or AIS Consortium.

Legal 130

Legal Ecosystems Collaboration 130

Be Partner Ready

APRIL 5, 2021

London, 1980’s: My padded shoulders, permed hair and I, worked with leadership teams and marketing managers within multinational companies (Unilever, J&J, Cadbury’s to name a few). Upon arriving in Australia in 1994, I began working with amazing Australian companies through my company Cavill + Co, advising on their CSR & building partnerships for blue chips including Disney Australia, AMP, Mondelez, Vodafone, SEEK and many more.

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Peter Simoons

APRIL 11, 2021

For a little over a year now we have all, to some extent, been influenced by the COVID-19 pandemic. Some countries have reacted more vigorously than others. We’ve seen that in all stages of the pandemic (and now again with the vaccination roll out). Some companies have reacted more vigorously than others, to the changing circumstances. Some have held back and will wait until it all passes by, others have transformed immediately to new business models.

Strategic alliances 242

Strategic alliances 242

CoSell

APRIL 20, 2021

Today’s digital world is moving at light-speed. I bet you’ve been feeling the effects on your job, business, and organization. It turns out that much like early explorers, we are on the lookout for new partners, new continents, and new ways to boost business. Here are 7 tips for boosting your competitive advantage with collaborative partnerships. 1.

Collaboration 130

Collaboration Utilities 130

Speaker: Erika Bzdel - Vice President of Sales and Craig Simons - Director of Marketing

Virtual sales success requires new ways of thinking. Sales managers, trainers, sales enablement managers, and sales reps across all industries must adjust to this digital transformation. That doesn’t mean, however, that you can transfer the old ways of doing business to the new blended selling environment. You need to implement essential virtual selling processes or you will get left behind.

Collaboration

Stellar Partnerships

APRIL 12, 2021

Can you imagine a world without cookies? It’s enough to give our favourite cookie monster palpitations. But what if it turns out to be a big opportunity for you and your non-profit? Experts in digital advertising tell us there are major changes underway to online customer identification. Concerns have been growing about online security and the way in which customer information is captured by corporates.

Corporate partnerships 130

Corporate partnerships Banking Retail Government 130

Magnetrix

APRIL 22, 2021

Running a business can be quite the challenge, especially when your business depends on channel partners to drive revenue. It can also be difficult to find channel partners who commit to your business and bring ROI. However, it is even more trying when it comes time to enable and encourage channel partners to sell your products. In order for your channel partners and channel sales strategy to be successful , you need to ensure that your business is set up to enable the success you are looking fo

Partnering capability and readiness 128

Partnering capability and readiness Successful channels Utilities 128

INSEAD Knowledge

APRIL 13, 2021

Changes at team level will never take hold unless individuals’ objectives and behaviours are synchronised with those of the group.

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Frost & Sullivan

APRIL 12, 2021

Webinar offers strategic guidance and actionable ideas on the hottest technologies with maximum potential to fuel global innovation and drive commercial success. FOR IMMEDIATE RELEASE: Press Contact: Melissa Tan. Frost & Sullivan. P: +65 68900926. E: melissa.tan@frost.com. SANTA CLARA, Calif. – April 13, 2021 – The convergence of emerging technologies with other advanced solutions is driving powerful innovations that will generate multi-billion dollar markets and new growth opportunities acr

Finance 116

Finance Ecosystems Government 116

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Impact

APRIL 6, 2021

With its second acquisition of 2021, Impact offers the most comprehensive set of technology solutions for all players in the partnership ecosystem . SANTA BARBARA—April 6, 2021 — Impact, the global leader in partnership automation, today announced the acquisition of Affluent , the leading analytics and automation platform designed to help agencies manage partnership programs for brands at scale.

Ecosystems 114

Ecosystems Business partnerships 114

CoSell

APRIL 13, 2021

Yes, it’s true. We are working remotely. Yes, it’s true. We can expect this to continue for some time. And, yes, it’s true. We need to make sales more human. Finding balance is key as we master the new normal of our virtual sales environment. I’ve been taking an informal poll of colleagues, friends, and clients. I’ve found 7 key skills that I believe you’ll use to build balance and make sales more human.

Energy 130

Energy Collaboration 130

Stellar Partnerships

APRIL 5, 2021

There’s a right way and many wrong ways to start a fire. I learned this the hard way when staying at an English country cottage in winter. The quaint old Georgian building had no central heating, and we weren’t going to get hot water unless I could get a fire going. Nothing like the pressure of tired kids and an Aussie husband whose brain malfunctions below a balmy 15C.

Insurance 130

Insurance Corporate partnerships Banking Partnership management 130