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"You really nailed it on the productized service front." - This is what a friend who I hadn't spoken to in a few years said to me the other day. I laughed because to the outside world, Lead Cookie did look like we nailed it as a productized service. And to be honest, at one point we did. but markets shift and industries change. In this post, I am going to share how we have been slowly "un-productizing" Lead Cookie.
Welcome to the “people first” movement. At the start of this year, you may have noticed an uptick in social media posts, advertisements, articles, and conferences communicating the importance of well-being, equality, social responsibility, and environmental sustainability. What you’re seeing is a shift in the collective corporate mindset. A shift born of the realization that true corporate prosperity is contingent upon prioritizing the needs of employees as humans first.
Today we are introducing a new page type, the File Document. The file document is similar to all of our other page types. It holds just one individual file but adds all the Samepage goodness: Chat, tasks, events, adds a flexible preview, and automatic file versioning. Language.
POD2112: Nerdio’s Jo seph Landes on Simplifying Cloud Adoption. If we learned anything during the COVID-19 pandemic, it’s that cloud computing is the resilient resource it was always billed. Businesses leaned heavily on cloud-based resources and services to maintain operations as their staff shifted to work – from – home postures. At the same time, businesses – particularly SMBs – leaned on managed service providers to help them adopt, set up, and support their cloud services.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
The technology sector is extremely competitive. For decades, the key to success was technological innovation. You can look at all the big players and they all became success with a category creating product that redefined what customers could with tech. Innovation is no longer the safest path to a market advantage. But that innovation is becoming harder and harder to make happen.
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The technology sector is extremely competitive. For decades, the key to success was technological innovation. You can look at all the big players and they all became success with a category creating product that redefined what customers could with tech. Innovation is no longer the safest path to a market advantage. But that innovation is becoming harder and harder to make happen.
Impartner kicks off a new virtual discussion series featuring best practices, channel experiences given the impact of COVID-19, insights and strategies, personal care, and more. Earlier this month we launched Channel Chief & Chill , an informal drop-in discussion that takes place every week, and registration is available to channel leaders in North America and Europe from top corporations across several industries.
With the COVID-19 pandemic leaving lasting effects, businesses, now more than ever, are relying on new and innovative ways to ensure business continuity. The post Designing a Sales Organization for Success in Today’s Environment appeared first on MarketSource.
We’ve discussed the disruption to supply chains entangled in China in an earlier post. This post drills down a little deeper to examine the effects of a slowing economy on procurement and supply chain.
Let's say you've previously recruited partners for your channel — maybe by referencing the key elements needed to do so in our recent partner recruitment blog — and obtained top-notch talent that is ready to sell. Now what? You can throw your partners to the wolves with all the necessary selling guides in the world, but this won’t ensure their success or commitment.
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
POD2112: Nerdio’s Jo seph Landes on Simplifying Cloud Adoption. If we learned anything during the COVID-19 pandemic, it’s that cloud computing is the resilient resource it was always billed. Businesses leaned heavily on cloud-based resources and services to maintain operations as their staff shifted to work – from – home postures. At the same time, businesses – particularly SMBs – leaned on managed service providers to help them adopt, set up, and support their cloud services.
Consideration is what each side in a contract each side must agree to give up to make the contract legally binding. In a contract, one party’s Consideration (thing given) is exchanged for another party’s Consideration. Consideration is often referred to as the quid pro quo. For business transactions, this is often the price paid by one side in exchange for the goods supplied by the other.
I had the pleasure of having a discussion with Tim Bojanowski, president of ZEST Social Media Solutions and Donna DeMarco, executive director of Building Congress & Exchange on the topic of business development and marketing as it pertains to the construction industry. Check it out!
Are your partner investments delivering a competitive advantage? How you go-to-market often defines your advantage in the marketplace. 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. Channel management (also called channel partnership) is when two companies form an agreement where one firm markets and sells a product, service or technology for the other firm, often co-branded.
The tech world is crowded. And that means the stakes for channel management have never been higher. How do you cut through the noise? Are SPIFFs, business plans, and marketing development funds really worth it? Get real-world, boots-on-the-ground insight into what it takes to build a partner relationship management motion that attracts, trains, retains, and motivates the right partners.
Welcome to a new era, the era of humanistic capitalism. In the next decade, businesses need to put just as much focus on making a positive difference in the world as meeting shareholder demands. Three key trends are going to shape how businesses measure success going forward: the human experience, societal value, and technology as a multiplier. The future is going to be about human values and where they fit in the business world and how businesses shape their values and culture to integrate this
We are living in the era of Big Data. There is an ocean of information waiting at our fingertips. A crucial part of running a business is the ability to wade into that ocean of data and pull out what is relevant and impactful to inform business decisions. Finding insights can be challenging but there is a learnable art to uncovering them. An insight is an interpretation of data that uses business knowledge to make an observation or argument.
Whether it be a large in-person strategic event, a training event, a webinar, or a focus group, these five pillars are essential to establishing the best event for you and your customers. 1. Make it Measurable. Start by defining your objectives and then create measurable goals. Align those goals across the team and track them during the event. This way, everyone is working towards the same success metrics.
How confident are you with whether your channel management efforts are having the right impact on your required business outcomes? Are your incentives driving behavior or acting more as an entitlement? Do your partner managers each drive the right level of readiness and pipeline with your partners? Are your programs both competitive and deeply entrenching you as a preferred vendor with your partners?
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
Almost every high tech company does an annual partner survey. But if you are getting only "how happy are you" and "are we a profitable vendor" information, you need to ramp up your game. At The Spur Group, we work with many industry leading vendors. Too often they share annual surveys that just don't yield any actionable findings. Let us avoid that trap.
Business model and technology shifts are occurring rapidly and channel programs need to react accordingly. You need partners and you need results — but act without the proper preparation and you could regret it. The key to any successful channel recruitment effort is having the right approach. The Spur Group has worked with many companies around channel recruitment and witnessed what works and what does not.
For many vendors, channel partner incentives are perhaps the single largest line item of cost for channel management. The costs are often so large, they require the program to be contra-revenue to be funded. This becomes a double edged sword. It lets you reward your partners, but it also makes understanding the value of your investment hard to measure.
We've spent quite a bit of time here talking about how using data is essential to taking your channel business to the next level. A fundamental flaw of using channels is partners always have a different agenda from you. This means there is a always a drift, either slight or big, from your objectives. The goal of channel management is to minimize that drift and create revenue acceleration for your company.
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Partner conferences offer a unique opportunity to reach your channel and to share goals, strategy and even connect on an individual level with members of the executive team. However, really connecting with your audience requires a clear understanding of who you are talking to, and what you want from them. One effective way to frame your thinking is through a “Know-Feel-Do” matrix.
We live in an interesting time. Sales and marketing has changed over the last couple of years. Both consumer and commercial buyer’s behaviors are tracked, modeled and predicted like never before. Company are investing in big data like never before and spending is likely to increase by 50% by 2019. This is exciting stuff. But as a channel guy, I am puzzled that more companies aren’t using big data techniques as the basis for their channel management.
Finding partners is relatively easy. By some estimates there are nearly 600,000 partner organizations around the world. In the US alone, there are an estimated 200,000 partners. But not all partners are equal. They serve different customers, have varied capability levels and have many distinctions on how they go-to market. The result is that it can often feel like you are hunting for a needle in a haystack when it comes to finding the right partner.
In the past 10 years we’ve seen massive changes in the way data is viewed in business. Companies like Amazon, Facebook, and Google are high profile examples of organizations that have built their success on how well they capture, analyze, and leverage data. As the role of data has changed, so too have the tools that we use to analyze and present it.
Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
Strategy defines the right things to do. Doing things well – execution – is what sets companies apart. Most senior managers have an intuitive sense of the effectiveness of their team's execution and channel health. What is often missing is an objective scale against which to reference that intuition. There are four distinct levels of an execution excellence approach: Unstructured.
It’s the sort of thing nightmares are made of. y our presentation didn’t land. Your message got muddled. People got bored. Someone in the back even fell asleep. In today’s multi-screen world, where several things are demanding people’s attention, you need to captivate your audience quickly and find a way to hold their attention for the length of your presentation.
Partners today offer far more value than just being a scaled extension of a vendor’s sales force. They often have deep relationships with your most important end-customers, and influence aspects of your deals. Partners can affect the: Structure and scope of the final solution a customer purchases. Timing of when the deal lands, based on anticipated upgrade cycles.
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