Revenue Share is not enough: What Actually Motivates Channel Partners
“To achieve true success, businesses must have a mission that extends beyond mere profit.” – Marc Benioff (CEO, Salesforce) Many…
Author: Donagh Kiernan
The “Push vs. Nurture” Culture Clash – Partnering Assumption
Pushing partners for immediate results can damage trust, while nurturing relationships creates long-term partner success and sustainable revenue growth. “The…
How Much Do You Depend on Assumptions and Hope in Your Partnering Plans?
“I’m sorry. My responses are limited. You must ask the right questions.” — Dr. Alfred Lanning AI Hologram, “I, Robot”…
Is Your Partnering Strategy Built on Hope or Evidence? A 7-Point Reality Check
You want partners to relieve your bottlenecks for growth, whether that’s in lead generation, closing deals and/or in customer implementation.…
The 5 Key Points on Partner Assessment for Enablement Planning
One of the most common mistakes in managing partners is asking a simple question: “How can we help you?”. While…
From Longlist to Shortlist: Using Partner Fit Criteria to Filter Your Best Channel Partners
As a software product or SaaS company, that is ready to approach a number of potential partner companies, you want…
The Biggest Mistake when Starting a Partner Relationship: Poor Partner Fit Evaluation – Mistake #10
Let’s get straight to it: the single biggest mistake I see tech companies make when starting a partner relationship is…
What Happens When You Don’t Have a Partner Agreement?
In the fast-paced world of sales channel partnerships, having a well-structured partner agreement isn’t just a formality—it defines a successful…
Partner Portals and PRM: Technology doesn’t fix a Broken Process – What most Tech CEOs get wrong when Starting in Partnering #9
This post is #9 in the series, ‘What most Tech CEOs get wrong when Starting in Partnering’. Click here to…
Partner Management: The Fool’s Hope of Asking What They Need – What most Tech CEOs get wrong when Starting in Partnering #8
This post is #8 in the series, Starting in Partnering: What most Tech CEOs get wrong. Click here to read…