Jake Jorgovan

MAY 19, 2020

"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.

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PLM Alliances

MAY 16, 2020

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.

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SamePage

MAY 22, 2020

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.

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Collaboration 97

The 2112 Group

MAY 19, 2020

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.

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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

CenterPoint Group

MAY 18, 2020

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.

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Impartner

MAY 22, 2020

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.

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Market Source Inc

MAY 21, 2020

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.

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CenterPoint Group

MAY 20, 2020

And just like that, the world has changed. With the COVID19 virus raging around the globe, companies are compelled to do things differently.

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PLM Alliances

MAY 16, 2020

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.

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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

The 2112 Group

MAY 19, 2020

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.

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Tishkoff

MAY 19, 2020

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.

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Dinkel Business Development

MAY 20, 2020

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!

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Business development Construction 40

PLM Alliances

MAY 16, 2020

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.

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Channel management Successful channels Channels and alliances Co-Alliance 59

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.

PLM Alliances

MAY 21, 2020

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

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Collaboration 52

PLM Alliances

MAY 16, 2020

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.

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PLM Alliances

MAY 16, 2020

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.

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PLM Alliances

MAY 16, 2020

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?

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Channel management 52

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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.

PLM Alliances

MAY 16, 2020

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.

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PLM Alliances

MAY 16, 2020

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.

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Engineering Successful channels 52

PLM Alliances

MAY 16, 2020

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.

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PLM Alliances

MAY 16, 2020

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.

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Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

PLM Alliances

MAY 16, 2020

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.

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PLM Alliances

MAY 16, 2020

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.

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Channel management 52

PLM Alliances

MAY 16, 2020

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.

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PLM Alliances

MAY 16, 2020

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.

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Engineering 52

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IT is viewed as a cost center by organizations. In troubling economic times, this puts intense pressure on IT to demonstrate value for IT investments. Register for this webinar to learn how to quantify the intrinsic benefits of IT using analytics.

PLM Alliances

MAY 16, 2020

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.

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PLM Alliances

MAY 16, 2020

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.

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PLM Alliances

MAY 16, 2020

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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