The Instant Partner Network Assumption
How fast can you go? “Going fast while you are lost won’t help a bit.” – Anonymous “Nothing travels faster…
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The Personal Contact Network Partnering Pitfall
A great relationship doesn’t equal a great partnership “A stitch in time saves nine” – unknown “Every day in design…
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 tech…
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”…
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. You have the product and…
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…