What Should Be in Your Partnering Execution Plan – for Starting in Partnering?
You have decided that a partner channel network is the key to your international growth.…
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…
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…
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…
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…
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…
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…
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…
Partner Enablement: Glaring Gap or Shocking Shortfall? – What most Tech CEOs get wrong when Starting in Partnering #7
This post is #7 in the series, Starting in Partnering: What most Tech CEOs get…
Partner Agreements: Over Protecting Some Future Pot of Gold – What most Tech CEOs get wrong when Starting in Partnering #6
This post is #6 in the series, Starting in Partnering: What most Tech CEOs get…
Poorly Pondered Partner Proposition – What most Tech CEOs get wrong when Starting in Partnering #5
This post is #5 in the series, Starting in Partnering: What most Tech CEOs get…
Superficial Partner Type Selection Approach – What most Tech CEOs get wrong when Starting in Partnering #4
This post is #4 in the series, Starting in Partnering: What most Tech CEOs get…
Culture: Direct Sales Mindset Fighting a Partnering Mindset– What most Tech CEOs get wrong when Starting in Partnering #3
This post is #3 in the series, Starting in Partnering: What most Tech CEOs get…
Not Aligning Partnering Strategy and Business Strategy – What most Tech CEOs get wrong when Starting in Partnering #2
This post is #2 in the series, Starting in Partnering: What most Tech CEOs get…
Not Recognizing the – What most Tech CEOs get wrong when Starting in Partnering #1
The great challenge Tech CEOs have with partnering is the pool of assumptions made in…
Make an impact at Your Partner’s Global Sales Kick-off (part 2/2)
This article is for software vendors who are selling through partners of different types, particularly…
Get in there – Your Partners’ Global Sales Kick-off (part 1/2)
Many years ago, with Tenego’s very first channel development services client, the client had the…
Your Partner Proposition is not good enough – It’s not me, It’s you
• Are you having trouble motivating partners to be proactive?• Are you finding it difficult…
How long does it take to build a revenue-generating Sales Partner Channel?
To get an answer to this big question, there are a number of questions to…
5 tell-tale signs your Partner Program needs structuring
Partner programs start, evolve, and grow through market changes, product changes, and partnering team changes.…
Partner Selection: Fellow Travellers on your Customer Journey
As an ISV/software solution or SaaS company, how do you attract your ideal customer’s attention?…
The Three Pillars of Sales Partnering Success
Whether you are starting on your partnering journey, pushing to grow your partner network, or…
5 Silly Partner Proposition Mistakes
The size of your company doesn’t matter when you have a compelling Partner Proposition. In…
Does your Partner Proposition help your Partner meet their goals?
The strength of your Partner Proposition is a key driver of success in your partner…
A logical structure for your Partner Program Matrix
How do you structure your partner program tiers, and what details do your partner offer…
Identify Partner Program Challenges Early
As the pop-psychology quote states “80% of the barriers to your success are internal”. There…
5 Success / Risk Factors in Partner Recruitment
If your company has some partners already and you are now growing your partner network,…
Do we have enough to motivate Referral Partners?
In a meeting with the senior team of a fast-growing SaaS solution company we were…
Referral Partners can be easily integrated into your business working seamlessly with your direct sales and reseller partners.
If you lead a tech business, you may think that referral partners are not suitable…
Referral Partners can open big doors – Do you have a Referral Partner Program?
If you lead a tech business, you may think that referral partners are not suitable…
Do you have a Referral Partner Program?
If you lead a tech business, you may think that referral partners are not suitable…
10 Questions on Creating Your Ideal Partnerships
If you’re just getting started in partnering or maybe frustrated by poor success of your current…
Talk Business Opportunity first, then Product Demo and this is why
When you present an opportunity to a prospective partner, you may convince any partner company…
Will a Global Software Company resell your product? – Partner Fit
In my previous article, I discussed the challenges caused by poor partner qualification and evaluation,…
Everyone dealing with partners needs to know this – Partner Fit Evaluation
Are you planning to grow through sales channels and asking yourself:• Should you chase…
Five Questions to answer on your Resellers’ Partner Fit
There’s an old joke, maybe an Irish joke. A tourist stops his car along the…
Software Reseller Partner Recruitment – Pace, Success and Risk Factors
Partner Recruitment is a process and not a game of luck. Business success is a…
Reseller Agreements & Negotiations: Exclusivity – When and Why?
This is part 3 in our Reseller Agreements & Partner Negotiations series. You can read…
Your First Reseller Agreement: Concerned to Confident
This is part 2 in our Reseller Agreements & Partner Negotiations series. You can read…
Channel Start – Software Reseller Agreements & Partner Negotiations
This is the first of a short series of articles on Reseller Agreements & Negotiations.…
The Hard Questions in Partner Recruitment
Business success is a simple concept yet it’s dependent on so many things coming together.…
Making Sales Channels Work for Cloud/SaaS Solutions – The Summary
Too many SaaS/Cloud Solution companies are stuck on why sales channels don’t work for them,…
Top 5 Wasted Miles in Partner Recruitment
With busy work and family schedules, I struggle to fit in my cycling training and…
Some More Hard, and even Cheeky, Questions in Partner Recruitment
Here are some of the interesting questions a number of our participants at Tenego Academy…
Diagnose your Current Sales Channels – Partner Fit Evaluation
Have you ever ridden a bicycle with gearing problems where the chain is not just…
Insider Insights on Creating a Compelling Partner Program Webinar – Q&A
We were very pleased with the number of attendees and the level of engagement at…
5 Hard Things in Building an Effective Partner Program
Sales and continuously meeting targets is hard work, even when you are somewhat in control…
Building Sales Channels – What do you want from a sales partner?
Target Audience: For software / ISVs / SaaS companies who are starting in sales channels,…
Why you need a Partnering Strategy
I have a confession to make: looking back, when I started, I really didn’t think…
Observations of Top Partner Misalignment
In this part 5 of our Microsoft ISV Workshop Series, we will outline the findings…
Identify Your Top Sales Channel Challenges
In this part 4 of our Microsoft ISV Workshop Series, we will outline the findings…
The Secret Of Successful Sales Partner Evaluation
Successfully recruiting the right partners requires many aspects to be in place. See the article…
Breaking Your Sales Channel Challenges
Welcome to part 3 of our Microsoft ISV Workshop Series, where we outline the findings…
Key Challenges in Sales Channels
This is part 2 in a series on the Microsoft ISV workshop I ran at…
Sicily, Microsoft ISVs and Sales Channel Maturity
I was honored to be invited to speak to a group of Microsoft ISV (Independent…
Are You Getting Started with Sales Channel Partners? Want a Blueprint?
It takes a healthy amount of optimism to start any new venture. We all need…
The Foundation of an effective review of your Sales Partner Network
How often do you review your partner types and approach? Even if your software company…
Identifying Sales Channel Partners in Your Market Ecosystem
It is hard to imagine not having a map of the world or a basic…
Sales Channels – Why You Need a Compelling Partner Proposition
The greatest bottleneck in business is often the strength of the Customer Value Proposition. Why…