# Tenego Partnering > Guiding Tech Leaders on the Partnering Journey ## Posts - [Is Your Partnering Strategy Built on Hope or Evidence? A 7-Point Reality Check](https://tenego.com/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. But many Tech CEOs make the mistake of thinking their direct sales success will automatically translate to partners. It won’t. If you try to scale a broken or undocumented process, you will simply scale your problems.   Whether you have partners already or just starting, how ready are you?   The 7-Point Partnering Strategy Review:   1. Do You Have a Proven “Bullseye” Customer? Specialists beat generalists. Have you identified your priority industry sectors, company types and use-cases where you […] - [The 5 Key Points on Partner Assessment for Enablement Planning](https://tenego.com/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 well-intentioned, this approach is fundamentally flawed. Your partners often do not know enough about your product or sales process to answer this effectively. The trouble is they may think they know, and this can lead to lost time and opportunities. You must move beyond their opinions and assess their actual capabilities through evidence-based questioning. When is Enablement Planning Needed? Enablement is not a one-time event; it is partner of a continuous process: During the Partner Recruitment process to validate potential […] - [From Longlist to Shortlist: Using Partner Fit Criteria to Filter Your Best Channel Partners](https://tenego.com/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 to create a list of potential partners. Whether you buy a list, or you generate your own list: how do you assess each of the companies on your list to prioritise according to best fit to be a partner What was your Target Partner Profile definition that you will use to generate the list? Within your partner profile, what criteria defines how you evaluate and prioritise your partner list? On a 3-pass research approach, what is your Pass 1 criteria? […] - [The Biggest Mistake when Starting a Partner Relationship: Poor Partner Fit Evaluation - Mistake #10](https://tenego.com/the-biggest-mistake-when-starting-in-partnering-poor-partner-fit-evaluation/): Let’s get straight to it: the single biggest mistake I see tech companies make when starting a partner relationship is failing to properly evaluate partner fit. It’s not just a missed step—it’s a missed opportunity that can cost you months, even years, of wasted effort, missed revenue, and damaged relationships. Even if you feel you are already properly evaluating partners, do seriously consider how you can improve for better outcomes.    This is mistake #10 What most Tech CEOs get wrong when Starting in Partnering. Click here to read #9 Partner Portals and PRM: Technology doesn’t fix a Broken Process.    Why […] - [What Happens When You Don’t Have a Partner Agreement?](https://tenego.com/what-happens-when-you-dont-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 relationship. Yet, many companies, especially early-stage tech firms, often overlook this critical step, due to being not sure how what’s in a partner agreement, and thinking, “Do we really need one?”. So, what happens when you don’t have a partner agreement? Let’s unpack the future potential chaos that can ensue and why a solid agreement is non-negotiable, and doesn’t need to be a complicated document or discussion. 1. Misaligned Expectations and Responsibilities Without a partner agreement, you risk entering partnerships […] - [Partner Portals and PRM: Technology doesn’t fix a Broken Process – What most Tech CEOs get wrong when Starting in Partnering #9](https://tenego.com/partner-portals-and-prm-technology-doesnt-fix-a-broken-process/): This post is #9 in the series, ‘What most Tech CEOs get wrong when Starting in Partnering’. Click here to read previous post #8 Partner Management: The Fool’s Hope of Asking What They Need. Partner Portals are typically for more established partner programs, but many companies want to look the part from the start and spend great effort on their website partner pages with initial partner portal. This is a fake-it-till-you-make-it approach here with the one big problem that, the partner program looks fake, and has slim chance or making-it in its initial form. Technology doesn’t fix a bad process, […] - [Partner Management: The Fool’s Hope of Asking What They Need – What most Tech CEOs get wrong when Starting in Partnering #8](https://tenego.com/partner-management-the-fools-hope-of-asking-what-they-need/): This post is #8 in the series, Starting in Partnering: What most Tech CEOs get wrong. Click here to read previous post #7 Partner Enablement: A Glaring Gap or a Shocking Shortfall? It’s difficult to talk about Partner Management, without overlapping on other typical mistakes and challenges in Company Culture, Partner Enablement, the Partnering Team and more. These are covered in other articles in the series. Different company cultures approach partner management differently, from trying to manage as part of the sales team to being the best intentioned for the partner’s success. Are we trying to Manage the partners when […] - [Partner Enablement: Glaring Gap or Shocking Shortfall? - What most Tech CEOs get wrong when Starting in Partnering #7](https://tenego.com/partner-enablement-a-glaring-gap-or-a-subtle-shortfall/): This post is #7 in the series, Starting in Partnering: What most Tech CEOs get wrong.  Click here to read #6 “Partner Agreements: Over Protecting Some Future Pot of Gold – Starting in Partnering: What most Tech CEOs get wrong” Partner Enablement is one of The Three Pillars of Sales Partnering Success, and the most misunderstood and neglected. Partner Enablement provides a great opportunity for in vendor’s Partner Proposition, especially when competing for the partners against very large vendors’ partner programs. I remember one Vendor CEO’s response when I suggested how they could help their resellers be more successful in […] - [Partner Agreements: Over Protecting Some Future Pot of Gold - What most Tech CEOs get wrong when Starting in Partnering #6](https://tenego.com/partner-agreements-over-protecting-some-future-pot-of-gold/): This post is #6 in the series, Starting in Partnering: What most Tech CEOs get wrong. Click here to read #5 “Poorly Pondered Partner Proposition – Starting in Partnering: What most Tech CEOs get wrong” Tech leaders’ attitude to agreements are often extreme opposites, from light one-pagers with minimal commitment on one side to asking partners to sign up to excessive controlling terms on the other extreme.  For many Tech CEOs, the first enquiry for advice when starting in partnering is on particular terms within the Partner Agreement; exclusivity, intellectual property protection, pricing controls, commissions/ margins, incentives and targets.  The […] - [Poorly Pondered Partner Proposition – What most Tech CEOs get wrong when Starting in Partnering #5](https://tenego.com/poorly-pondered-partner-proposition/): This post is #5 in the series, Starting in Partnering: What most Tech CEOs get wrong. Click here to read #4 “Superficial Partner Type Selection Approach – Starting in Partnering: What most Tech CEOs get wrong” Your Partner Proposition is the second greatest success factor in partnering, with Partner Fit/Alignment being the number one success factor. You must be engaging with the ‘right’ partners for your offer to make sense. The Big Three Challenges For Your Partner Proposition: 1) Revenue Share is NOT a Partner Proposition A typical conversation with so many Tech CEOs would go as follows: Me: “Why would […] - [Superficial Partner Type Selection Approach – What most Tech CEOs get wrong when Starting in Partnering #4](https://tenego.com/superficial-partner-type-selection-approach/): This post is #4 in the series, Starting in Partnering: What most Tech CEOs get wrong. Click here to read #3 “Culture: Direct Sales Mindset Fighting a Partnering Mindset– What most Tech CEOs get wrong when starting in partnering” Tech CEOs’ great challenge with partnering is that they don’t know what they don’t know, as much of the free partnering content and guidance on the web has limited depth, leading to CEOs not finding a robust approach required in the Partner Type Selection process. In the Absence of Methodology, the Strongest Opinion Wins. Being of a deep techie background and a […] - [Culture: Direct Sales Mindset Fighting a Partnering Mindset– What most Tech CEOs get wrong when Starting in Partnering #3](https://tenego.com/culture-direct-sales-mindset-fighting-a-partnering-mindset/): This post is #3 in the series, Starting in Partnering: What most Tech CEOs get wrong. Click here to read #2 “Not Aligning Partnering Strategy and Business Strategy – What most Tech CEOs get wrong when starting in partnering” After working directly with 100s of tech companies in helping them get starting in partnering to build their programs, below summarises some regular business cultural challenges faced, that you can now identify and work to avoid.  Six challenges for you to learn and avoid in your partnering plans:  1) Direct Sales Mindset Fighting a Partnering Mindset I remember when I first […] - [Not Aligning Partnering Strategy and Business Strategy – What most Tech CEOs get wrong when Starting in Partnering #2](https://tenego.com/not-aligning-partnering-strategy-and-business-strategy/): This post is #2 in the series, Starting in Partnering: What most Tech CEOs get wrong. Click here to read #1 “Not Recognizing the Partnering Journey – What most Tech CEOs get wrong when starting in partnering” After working directly with 100s of tech companies in helping them get starting in partnering to build their programs, below summarises some regular business cultural challenges faced, that you can now identify and work to avoid.  Three key points, made briefly here, but worth serious thought and deeper discusssion: 1) Not Aligning Partnering Strategy and Business StrategyLeadership teams spend much time deciding on […] - [Not Recognizing the – What most Tech CEOs get wrong when Starting in Partnering #1](https://tenego.com/not-recognizing-the-partnering-journey/): The great challenge Tech CEOs have with partnering is the pool of assumptions made in what will work and how it will work. This post is first in the series, What most Tech CEOs get wrong when Starting in Partnering. After working directly with 100s of tech companies in helping them get starting in partnering to build their programs, below summarises some regular business cultural challenges faced, that you can now identify and work to avoid.  Companies can spend years developing their direct sales businesses to deliver steady growth, and miss that learning to partner is whole new learning journey. Ignoring the […] - [Make an impact at Your Partner’s Global Sales Kick-off (part 2/2)](https://tenego.com/make-an-impact-at-your-partners-global-sales-kick-off-part-2-2/): This article is for software vendors who are selling through partners of different types, particularly larger partners, who hold Annual Sales Kick-offs. In part 1, I mentioned Tenego’s first client and their opportunity to present at their new partner’s Global Sales Kick-off with 1,500 salespeople. Read at the end  on how they made the best of this opportunity, and how it could have killed their business. Part 1 ‘Get in there – Your Partners’ Global Sales Kick-off’, covers how a vendor can get the opportunity to present to their partner’s sales teams at a Global Sales Kick-off or other sales […] - [Get in there – Your Partners’ Global Sales Kick-off (part 1/2)](https://tenego.com/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 opportunity to present at a new partner’s global sales kick-off. It was a major success to secure this global company as a partner and now the client had the chance to present their solution to 1,500 salespeople. An amazing and frightening opportunity. One of the great challenges for a vendor reselling their product through a large sales team is not being able to directly contact, support or influence the salespeople. Getting featured in a global sales kick-off is a great opportunity to position your product […] - [Your Partner Proposition is not good enough – It’s not me, It’s you](https://tenego.com/your-partner-proposition-is-not-good-enough-its-not-me-its-you/): • Are you having trouble motivating partners to be proactive?• Are you finding it difficult to attract new partners?• Failing to get your product embedded in your partners’ businesses?• Are you talking too low level within your partners’ businesses?• Are your partners failing to get buy-in from their frontline teams?• Are partner financial incentives not working? Your Partner Proposition is core to the function and success of every part of your Partner Program. If your Partner Proposition is not relevant and interesting for the partner, then you don’t have a partner. • Do you want Referrals and Recommendations from Consulting […] - [How long does it take to build a revenue-generating Sales Partner Channel?](https://tenego.com/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 determine where you are starting from and how well you already are working with partners. Every plan is created based on 1) what you know, 2) what you are guessing and 3) what you are hoping for. Then in the execution of the plan, there is much learning, which needs to be fed back in to change the plan. Invariably, all the things you thought you knew, weren’t all correct or weren’t sufficiently clear and now you have better knowledge to reapply to the task. […] - [5 tell-tale signs your Partner Program needs structuring](https://tenego.com/5-tell-tale-signs-your-partner-program-needs-structuring/): Partner programs start, evolve, and grow through market changes, product changes, and partnering team changes. Your partner program challenges are further compounded by changing leadership, different approaches, and structures. Channel leaders are constantly under pressure to deliver results while managing their partners, their team and coordinating activities across their organization. If your partner program has the potential to scale your company’s market reach and revenues, then you have the opportunity to structure for exponential scale through a functioning partner network. 1) It’s all about you, rather than your partners• Is your partner material all about who you are, what you […] - [Partner Selection: Fellow Travellers on your Customer Journey](https://tenego.com/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? What indicators do you look for, to know your target customers are ready for your solution? At what point in your customers’ journey do you seek to engage, qualify and guide them into your sales process? Picture the start of the journey of your ideal customer. At customers’ earliest stage, they realize they have a need and then seek to understand that need. Then follows multiple possible steps they can go through to learn, assess, evaluate, select, implement, use and fully benefit from a solution. […] - [The Three Pillars of Sales Partnering Success](https://tenego.com/the-three-pillars-to-sales-partnering-success/): Whether you are starting on your partnering journey, pushing to grow your partner network, or seeking to drive success from your 100s of partners, your partner program success depends on three key areas.   These three tightly interwoven areas are the foundation of partnering success, and the first things to need to shape in starting and building your partner program.   The Three Pillars of Partnering Success are: 1) Your Partner Proposition needs to be compelling to secure interest, motivate partners, and stand out from the partners’ alternatives. 2) Partner Fit is selecting the right partner company types, that fit […] - [5 Silly Partner Proposition Mistakes](https://tenego.com/5-silly-partner-proposition-mistakes/): The size of your company doesn’t matter when you have a compelling Partner Proposition. In today’s world, if you were a one-person company working from your kitchen with a Covid-19 vaccine, the world would find a path to your door. If there was one area you could improve to be more successful in selling globally through partners, it is boosting the value you offer in your partner proposition. Partner Proposition is one of the three pillars of partner success along with Partner Fit and Partner Enablement. These three pillars a deeply intertwined. The top 5 mistakes tech companies make in […] - [Does your Partner Proposition help your Partner meet their goals?](https://tenego.com/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 program. Companies spend years developing their Customer Proposition and relatively little effort on their Partner Proposition. The greatest waste of money in sales is spending time trying to sell to an unsuitable customer. We fill our pipelines with prospects who will never buy, as they may be too small, too big, undecided, or just got there by mistake. Businesses start and grow by clarifying their ideal customer and selling them the products they need. The fastest-growing companies have achieved product-market-fit meeting customers’ needs better than […] - [A logical structure for your Partner Program Matrix](https://tenego.com/a-logical-structure-for-your-partner-program-matrix/): How do you structure your partner program tiers, and what details do your partner offer and incentives? When people think about partner programs, the Gold, Silver Bronze tiered pyramid or Partner Matrix is what typically comes to mind. Your partner program matrix is often a partnering milestone, so you want to be clear and make sense for your business. Your Partner Program Matrix is: -A visual that captures much of what represents your partner program-An effective communication tool to explain the structure to partner companies-A gamification path for partners to aspire to the partner tier, to gain the rewards and […] - [Identify Partner Program Challenges Early](https://tenego.com/identify-partner-program-challenges-early/): As the pop-psychology quote states “80% of the barriers to your success are internal”. There is an Irish joke about a tourist lost in the countryside stopping to ask a local for directions to Killarney. The local quickly responded, “if I were going to Killarney, I wouldn’t start from here”. As you are building your partner program, it’s essential to understand where you are and what are your company’s internal barriers to your success. For your efforts to deliver the best results, you need to identify and address partner sabotaging behavior. Some of the partnering sabotaging behavior are as follows: […] - [5 Success / Risk Factors in Partner Recruitment](https://tenego.com/5-success-risk-factors-in-partner-recruitment/): If your company has some partners already and you are now growing your partner network, what will bring you success, and what are the risks? The success of partner recruitment campaigns varies as much as direct sales campaigns, and there is no single approach that works for all companies. If your solution company has a successful structured marketing and sales process, then this very likely demonstrates the strength of your customer proposition, your materials, and your process for sales success. These factors are also essential in securing and enabling partners. If you have direct sales success and market traction with […] - [Do we have enough to motivate Referral Partners?](https://tenego.com/do-we-have-enough-to-motivate-referral-partners/): In a meeting with the senior team of a fast-growing SaaS solution company we were discussing would Referral Partners work for their business. For this SaaS company, near 100% of their revenues today are through direct sales, with some occasional referrals from partners. The company doesn’t have an active referral partner program. The solution is a point solution, that is a data visualisation add-on for sales and field-based teams. A typical deal requires a minimal level of services to onboard a customer. The question was then whether there was enough to motivate partners. The points of the discussion are typical […] - [Referral Partners can be easily integrated into your business working seamlessly with your direct sales and reseller partners.](https://tenego.com/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 for your partner program. Referral Partners are not just for local small service businesses, and certainly should be considered by enterprise B2B solutions providers. You may think that Referral Partners typically don’t provide the same consistency as resellers and don’t solve all your needs in your target markets. Referral Partners can be part of the mix of different partner types provide all your needed capabilities and without increasing your partner commission budget. Some points to consider for having a Referral Partners as part of your […] - [Referral Partners can open big doors - Do you have a Referral Partner Program?](https://tenego.com/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 for your partner program. Referral Partners are not just for local small service businesses, and certainly should be considered by enterprise B2B solutions providers.   You may think that Referral Partners typically don’t provide the same consistency as resellers and don’t solve all your needs in your target markets. Referral Partners can be part of the mix of different partner types provide all your needed capabilities and without increasing your partner commission budget. Some points to consider for having a Referral Partners as part of […] - [Do you have a Referral Partner Program?](https://tenego.com/do-you-have-a-referral-partner-program/): If you lead a tech business, you may think that referral partners are not suitable for your partner program. Referral Partners are not just for local small service businesses, and certainly should be considered by enterprise B2B solutions providers. You may think that Referral Partners typically don’t provide the same consistency as resellers and don’t solve all your needs in your target markets. Referral Partners can be part of the mix of different partner types provide all your needed capabilities and without increasing your partner commission budget. Some points to consider for having a Referral Partners as part of your […] - [10 Questions on Creating Your Ideal Partnerships](https://tenego.com/10-questions-on-creating-your-ideal-partnerships/): If you’re just getting started in partnering or maybe frustrated by poor success of your current sales partners?    On the surface, you’ve inmplemented best practice, and doing all the right things… so what went wrong? Best practice exists as every business is the same. Expertise exist as every business is different. Applying best practice requires an understanding of where the tools are best used. When you hit a wall, it’s time to think differently. When you can’t see the wood from the trees, you need a different perspective. When you have so many possible next steps open to you, how […] - [Talk Business Opportunity first, then Product Demo and this is why](https://tenego.com/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 to start reselling your solution. And you can travel to meet partners to get your ‘big opportunity’ across, but this is challenging to make successful and expensive.   When you find the right partners, they have the right customers to start selling to right now and bring the fastest value for them and you.   In my first article of this series, I made the case that everyone dealing with partners needs to understand Partner Fit. I also proposed a focus on partners who can […] - [Will a Global Software Company resell your product? – Partner Fit](https://tenego.com/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, and the benefits of a structured approach that can be executed by all your team. I also shared a video with an overview slide on Tenego’s Partner Fit Evaluation approach. We’ve had some comments on the importance of building relationships with partnerships, and that travelling to meet partners shows commitment. I agree with relationships being important and travelling both helps relationships and builds commitment, but all at the right time and stage in the process. You need to seek to build relationship with evaluated prospective […] - [Everyone dealing with partners needs to know this – Partner Fit Evaluation](https://tenego.com/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 the largest resellers in your target markets?• At what stage in your selection process do you travel to meet prospective resellers?• What initial questions do you ask a reseller, to ensure that it makes sense for both of you?• Do you sell to prospective resellers, rather than assessing the joint opportunity? Many companies don’t have a structured process for partner recruitment, qualification and evaluation, thus relying too much on individual expertise. When engaging the market with your newly signed sales channel partners, how do you determine the pace of potential business and thus your investment in […] - [Five Questions to answer on your Resellers’ Partner Fit](https://tenego.com/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 roadside to ask directions from a local, who responded, “If I were going there, I wouldn’t start from here”. Hindsight is great. New knowledge is often a slap in the face for silly mistakes. In this article, I am sharing part of what Tenego call ‘Partner Fit Evaluation’. Partner Fit is a major topic of discussion in Tenego articles and webinars, as we believe it is the most important aspect of making a partnership work. Partner Fit is questioning “How well does your product really fit […] - [Software Reseller Partner Recruitment - Pace, Success and Risk Factors](https://tenego.com/software-reseller-partner-recruitment-pace-success-and-risk-factors/): Partner Recruitment is a process and not a game of luck. Business success is a team sport requiring a strong balance across the team to achieve success. Companies starting in sales channels depend too much on hiring a Partner Manager to manage current partners, recruit new partners and create an operating partner program. Even with long days, very few people have all the capabilities and experience needed to execute well on all the full process. Success in channels requires a range of capabilities and learned consistency across the key factors. In business, selling your solution becomes easier with: 1) the […] - [Reseller Agreements & Negotiations: Exclusivity - When and Why?](https://tenego.com/reseller-agreements-negotiations-exclusivity-when-and-why/): This is part 3 in our Reseller Agreements & Partner Negotiations series. You can read part 1 Channel Start – Software Reseller Agreements & Partner Negotiations here, and part 2: Your First Reseller Agreement: Concerned to Confident here. I wanted to share further thoughts with you on resolving concerns with reseller agreements. I’ve seen that weight lifted from the shoulders of clients and workshop participants with Tenego’s approach to partner agreements. Creating your first Reseller Agreement is painful for many people and one of the first concerns for companies starting in partnering. In our earlier articles in the series, we […] - [Your First Reseller Agreement: Concerned to Confident](https://tenego.com/your-first-reseller-agreement-concerned-to-confident/): This is part 2 in our Reseller Agreements & Partner Negotiations series. You can read part 1 here. We had feedback from people on Setting Reseller Targets, Exclusivity, and the differences of SaaS in Channels. Let’s talk further on these points. On Resellers Targets; I recommend agreeing on Activity Targets, rather than Revenue Targets. Tracking the number of Leads, Qualified Leads, Demos, etc is an immediate activity from the start of a relationship and keeps the focus on inputs and action. The right activities produce the right results, new customers, and revenues. In monitoring activities, you are also in a […] - [Channel Start - Software Reseller Agreements & Partner Negotiations](https://tenego.com/channel-start-software-reseller-agreements-partner-negotiations/): This is the first of a short series of articles on Reseller Agreements & Negotiations. Partner Agreements are regularly one of the first worries for companies starting in partnering. People’s concerns can be heard with their first questions typically about ‘standard commissions’, exclusivity, and revenue targets. Too much emphasis is placed on reseller commissions as a motivator within a partner proposition. This is not enough and there is more to offer. What we are sharing is based on experience. In Tenego, we have been building Sales Channels for companies since 2008, and developing the methodologies for Companies Starting and Growing […] - [The Hard Questions in Partner Recruitment](https://tenego.com/the-hard-questions-in-partner-recruitment/): Business success is a simple concept yet it’s dependent on so many things coming together. When you are working to grow a business internationally, the number of variables and new unknowns increase. Our plans and steps to success from one market to the next are not consistent. Each country and each industry sector have differences and it often takes experienced business development people to recognise these differences and adjust. Do Note: A Business Development person is not the same as a Sales person. Business Development people can shape the path for the Sales people to follow. When selling through Sales […] - [Making Sales Channels Work for Cloud/SaaS Solutions - The Summary](https://tenego.com/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, and often the reasons are not based on their own experience. From a sales point of view, SaaS/Cloud is no different than on-premise, so why should sales channels be different? Bringing our discussion on Partner Propositions for the SaaS/Cloud space to a conclusion, I’d like to summarise the most important elements in making sales channels work for SaaS/Cloud solutions: 1) Market Demand and a Compelling Customer Proposition Market demand is needed whether direct or through sales channel partners. Developing a Compelling Customer Proposition takes time […] - [Top 5 Wasted Miles in Partner Recruitment](https://tenego.com/top-5-wasted-miles-in-partner-recruitment/): With busy work and family schedules, I struggle to fit in my cycling training and I’m forced to train in shorter spins; typically, a maximum of 1.5 hours at a time, 2 to 4 times per week. Now this will not prepare me for the Tour de France, but thankfully it does keep me up to speed for Tour de Munster. What I stumbled upon in my cycling training is the elimination of Waste Miles. Rather than prolonged flat spins, I aim for high-intensity and more climbs per distance travelled, it’s simply more efficient on time. In recruiting sales partners […] - [Some More Hard, and even Cheeky, Questions in Partner Recruitment](https://tenego.com/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 have asked. Thank you to everyone who asked questions, I hope the answers will give you some good guidance. Also, see previous blog “The Hard Questions in Partner Recruitment“. 1)“How much time does it take to start working with partners?” (Pavel) You can start partnering very quickly depending on what you’d like a partner to do: • If at a minimum, you want a referral partner, then how long would it take to train a prospective partner to have that initial prospecting conversation and qualification […] - [Diagnose your Current Sales Channels - Partner Fit Evaluation](https://tenego.com/diagnose-your-current-sales-channels-partner-fit-evaluation/): Have you ever ridden a bicycle with gearing problems where the chain is not just clicking into the right cogwheel and maybe even hopping down to a higher gear by itself? This is very irritating as you are simply not operating at your best and a silly mechanical problem is slowing you down. I don’t like any noise coming from my bike, so gearing issues drive me crazy, especially when you can’t get into your lowest gear getting up to steep hills. Have you ever worked with a partner company where you are regularly missing the opportunity to get in […] - [Insider Insights on Creating a Compelling Partner Program Webinar - Q&A](https://tenego.com/insider-insights-on-creating-a-compelling-partner-program-webinar-qa/): We were very pleased with the number of attendees and the level of engagement at our recent panel webinar Insider Insights on Creating a Compelling Partner Program with ESG Global and Impartner . There were some great questions asked and though we tried to answer as many of them as we could, there just wasn’t enough time in one hour! Our first speaker, Kevin Rhone, discussed Best Practices for Software Channel Partner Effectiveness and presented some interesting findings from a recent industry study on Partner Enablement. Our second speaker, Olivier Choron discussed Partner Relationship Management and how the use of […] - [5 Hard Things in Building an Effective Partner Program](https://tenego.com/5-hard-things-in-building-an-effective-partner-program/): Sales and continuously meeting targets is hard work, even when you are somewhat in control with your direct sales team. Building an effective partner program is hard work, where you are not in control but working with external independent companies to help you sell your products and meet your targets. So, if you haven’t figured out your partner program yet, don’t beat yourself or your team up so badly. It takes time for a company to learn what works for them. An Effective Partner Program is one that has depth, learning, and evidence behind the Partner Pages on the company […] - [Building Sales Channels - What do you want from a sales partner?](https://tenego.com/building-sales-channels-what-do-you-want-from-a-sales-partner/): Target Audience: For software / ISVs / SaaS companies who are starting in sales channels, regardless of company size or experience. If you are thinking about sales partners, want to recruit sales partners, or have some partners and want more, then read on. Do you remember when you could order a coffee and you got a coffee? BUT NOW you have multiple choices; Filtered, Americano, Latte, Latte, Cappuccino, Mocha, Flat White OR what origin Arabica, Colombia, Guatemala… and you could get them all in skinny too. AND it’s not small, medium or large it’s Tall, Grande and some bigger size […] - [Why you need a Partnering Strategy](https://tenego.com/why-you-need-a-partnering-strategy/): I have a confession to make: looking back, when I started, I really didn’t think through my plan clearly. There were many aspects that later became apparent that needed much greater thought and if I did, then things would have been easier, faster or better. If only I had spent more time on the planning. Yet, no matter what, you can’t think of everything and I always tend to err on the side of sufficient planning and move while reviewing and fixing on the go. What is enough time on planning and what expertise should you call on to help […] - [Observations of Top Partner Misalignment](https://tenego.com/observations-of-top-sales-channel-challenges/): In this part 5 of our Microsoft ISV Workshop Series, we will outline the findings of our group discussion with Microsoft ISVs in Western Europe at various stages of development. I suggest reading Part 1, Part 2, Part 3, and Part 4 of the series if you haven’t read them yet. In part 4 we reviewed the top challenges, added some other typical challenges, and discussed related challenges. Now, in part 5, we make some observations with the objective of help you apply to your business the best next steps in determining your top challenges and steps to address them. […] - [Identify Your Top Sales Channel Challenges](https://tenego.com/identify-your-top-sales-channel-challenges/): In this part 4 of our Microsoft ISV Workshop Series, we will outline the findings of our group discussion with Microsoft ISVs in Western Europe at various stages of development. I suggest reading Part 1, Part 2 and Part 3 of the series if you haven’t read them yet. In part 3 we categorised the top challenges from the group in the workshop. We asked readers to consider their top 10 challenges, and then their top 3 challenges. Now, we review these challenges, add some other typical challenges and identify what would help you apply these to your business. It […] - [The Secret Of Successful Sales Partner Evaluation](https://tenego.com/the-secret-of-successful-sales-partner-evaluation/): Successfully recruiting the right partners requires many aspects to be in place. See the article “Sales Channels – Why You Need a Compelling Partner Proposition”. Your Partner Value Proposition is typically the greatest bottleneck in the partner recruitment process. If the strength of your offer to the partner is compelling, then the doors open, and you get the attention of key decision makers. On getting the attention of the decision makers, it is very important to be clear about how you assess the Partner Fit as a progression of the Partner Value Proposition. The Partner Value Proposition assumes many things […] - [Breaking Your Sales Channel Challenges](https://tenego.com/breaking-your-sales-channel-challenges/): Welcome to part 3 of our Microsoft ISV Workshop Series, where we outline the findings of our group discussion with Microsoft ISVs in Western Europe at various stages of development. I suggest reading Part 1 and Part 2 of the series if you haven’t read them yet. During the breakout sessions, we asked companies to group themselves according to their stage of sales channel maturity. The challenges are naturally different at each stage, as the session exposed, but there was a common theme. It was interesting to see that of the 20 companies, only 2 fell into the Early stage […] - [Key Challenges in Sales Channels](https://tenego.com/key-challenges-in-sales-channels/): This is part 2 in a series on the Microsoft ISV workshop I ran at the end of last year, part 1 is available to read here. The opening sessions were scheduled at BAX Energy, one of the Microsoft ISV Partners, headquartered in Catania, Sicily. The first day of sessions consisted of introductions across the group of companies, which were from Western European countries. We learned a lot about the current developments in Microsoft, seeking to constantly improve how they support partners, with much open discussion across the group. We also had a tour of BAX Energy; a very interesting […] - [Sicily, Microsoft ISVs and Sales Channel Maturity](https://tenego.com/sicily-microsoft-isvs-and-sales-channel-maturity/): I was honored to be invited to speak to a group of Microsoft ISV (Independent Software Vendors), Software Product Companies / ISVs, at a meeting in Taormina, Sicily in early November 2018. The 20 or so companies, of the greater group of 50, were achieving €10s to €100s of millions in annual revenues and growing very strong global businesses. So, by all accounts, they were growing and established companies, ranging in services from deep technical infrastructure solutions and enterprise applications, to full applications built on Microsoft Dynamics. Microsoft was the common factor among them all, as they have built their […] - [Are You Getting Started with Sales Channel Partners? Want a Blueprint?](https://tenego.com/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 to see the possibilities learn at each step and continually perfect our methods. The learning path is different for every company for every product. What works for one product may not work for another. Business leaders learn from what Microsoft, SAP, Oracle, and many other large software companies / ISVs are doing in their sales channels and seek to implement these in their own business. For the majority of businesses, it takes much longer and many painful learnings to determine what works for them. For […] - [The Foundation of an effective review of your Sales Partner Network](https://tenego.com/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 has established sales channels with many partners, your success hinges on regular review and refinement of your approach. Markets are always changing.Your end-customers’ needs are changing. Competitive forces are changing.Your partners are changing,and your company is changing. Consider a regular review of changes while also taking into account your organization’s learnings to inform and improve your channel effectiveness. It is key to continually refine the optimum investment in your channels for greater results. Consider the following objectives for your Sales Channel Review:1) Capture your new […] - [Identifying Sales Channel Partners in Your Market Ecosystem](https://tenego.com/identifying-sales-channel-partners-in-your-market-ecosystem/): It is hard to imagine not having a map of the world or a basic understanding of the globe. Everywhere we want to go needs to be in relation to where we are now so we can find the best way to get to where we’d like to go. We get around easier and make decisions better and faster when we understand our world. How can we make things better if we don’t seek a good understanding of the way things are and how things work?How can a company solve a customer’s problem if they don’t really understand the customer’s […] - [Sales Channels - Why You Need a Compelling Partner Proposition](https://tenego.com/sales-channels-why-you-need-a-compelling-partner-proposition/): The greatest bottleneck in business is often the strength of the Customer Value Proposition. Why should a customer consider buying your product? What benefits are you offering your customers and how clear is your messaging? The additional challenge with Sales Channel Partner Recruitment is that your Partner Proposition contains your Customer Value Proposition and much more. The partner needs to see that they can sell the solution and how it benefits their business. Then, the greatest bottleneck in Partner Recruitment is the strength of the Partner Value Proposition. Consider how HubSpot grew its Inbound Marketing Product sales. HubSpot’s Partner Proposition […] ## Pages - [Partnering Strategy Review Checklist](https://tenego.com/partnering-strategy-review-checklist/): Software Reseller Partner Proposition Checklist Take the 7-Point Reality Check. Get your custom Traffic Light Report and Action Plan in under 10 minutes. How well are you covered in the different parts of your Partnering Strategy, to better ensure success? • If you not 100% on your ideal customer, and why you will win, don’t expect partners to find your market fit for you. Why should they? • If you are seeking partners for your non-core market regions, you may be chasing more unknowns and less opportunities. • If you think Revenue Share, is your partner proposition, then you’re missing […] - [Partnering Priorities Survey 2025](https://tenego.com/partnering-priorities-survey-2025/) - [Your Partnering Playbook Form](https://tenego.com/your-partnering-playbook-diag/) - [Downloads](https://tenego.com/downloads/): Software Reseller Partner Proposition Checklist The Partner Proposition Checklist will help you shape what you can offer your sales partner companies.  Your Partner Proposition is more than revenue share. You must start with Partner Fit, aligning with the partner’s business and appealing to add more of the business type they want.  Download your partner proposition checklist and view the short explainer video.  If you are ready to boost sales and expand your reach by using sales partners, then this Partner Proposition Checklist and Free Session is exactly what you nee Download Partner Proposition Checklist Sales Partner Agreement Checklist The Partner […] - [Blog](https://tenego.com/blog/): Getting Started Do you have a Referral Partner Program? /*! elementor – v3.23.0 – 15-07-2024 */ .elementor-widget-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=”.svg”]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block} If you lead… Read more Getting StartedIncentivesPartner EnablementPortals and PRMs 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… Read more Getting StartedPartner AgreementsPartner EnablementPlanning 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 […] - [Login](https://tenego.com/login/) - [Account](https://tenego.com/account-2/) - [Thank You](https://tenego.com/thank-you/): Your subscription has been set up successfully. - [Tenego Services Overview](https://tenego.com/tenego-services-overview/): Does your organisation support Tech founders and business leaders in starting or growing their businesses? From startup, early stage, growing to established and beyond Tenego help business leaders determine where and how they can sell through partners, and develop their partnering programs for international scale. Consulting Analysis & Planning In phase one we carry out a detailed analysis of the client’s company and product to gain a clear understanding of the value proposition, target customer profiles and objectives while applying Tenego’s Partner Type Selection or Go-to-Market Review tools to prepare the company for phase 2 execution. Partnering Strategy/Partner Type Selection […] - [Tenego Partners](https://tenego.com/tenego-partners/): Does your organisation support Tech founders and business leaders in starting or growing their businesses? From startup, early stage, growing to established and beyond Tenego help business leaders determine where and how they can sell through partners, and develop their partnering programs for international scale. ISV Partner Programs supporting business growth Does your company have a partner program supporting ISVs to build solutions on your technology platform? Does your company’s ISVs to Build Partner Program supporting ISVs in go-to-market activities enabling your partners to build business success? Tenego Partnering help ISV Partner Program Leaders grow their ISV Partners Businesses: Help […] - [Partnering Guidance](https://tenego.com/partnering-guidance/): At Tenego, we guide tech leaders to get started in partnering to build successful partner programs,  through self-service online training, full programs and 1-to-1 company specific advisory + materials support.  FOR: Tech CEOs, Sales Leaders, Channel Leader and Channel Professionals IN: Tech Companies of all sizes, from startup, and growing tech companies WHEN: Starting in Partnering and Growing their Partner Networks, while also helping review existing Partner Programs. WHAT & HOW: Training with Templates and Examples, and Advisory on getting started, building, structuring or restructuring your Partner Program THIS IS NOT: Training for new Partner Managers on how to manage their […] - [Elementor #16906](https://tenego.com/elementor-16906/): [qa_carousel category=”Q&A1″] - [Partners Page](https://tenego.com/partners-page/): Partnering with: Tech Startup Accelerators| Startup Communities | Investors | Advisors Providing training and advisory guiding startup tech leaders with their partnering plans, getting started and scaling internationally through partners. Why Tenego Academy? Developed through experience in working with 100’s tech companies in building their international partner networks Practical no-nonsense approach to determine what will work in your business Share and learn with industry peers, fellow travellers on the journey in building their tech company partner programs Tenego Partnering helps Tech Startup founders: Understand the concepts of partnering and three pillars of successful partnerships: Partner Propositions | Partner Fit | […] - [Sales Channels For Saas - Saastock](https://tenego.com/sales-channels-for-saas-saastock/): Discover How to Start the Partner Program to suit Your SaaS Business… Remove all the guesswork in creating your partner program and learn from the industry leader to grow your business. Sales Channels for SaaS Course – SaaStock’24 offer FINDING THE RIGHT PARTNERS IS A COMPLEX TASK. https://vimeo.com/574951130 see session agenda below. Learn from Tenego’s and Donagh’s experience in directly helping 100’s of tech companies get started in partnering, with lessons from working with the global leaders’ partner programs. If you have no prior experience, it will be difficult, even if you have many contacts. And more probably than not, […] - [Services](https://tenego.com/services/): Consulting Analysis & Planning Phase 1 is a Partnering Strategy Review, reviewing the client’s company and product gaining a clear understanding of their target customer profiles, customer value proposition, business objectives and objectives through partners. The Partnering Strategy Review program is used to help determine the ideal partner types to help sell our client’s solutions. Whilst optimising client’s time, delivered over 4 to 5 weeks through two key workshops and a robust practical process:⦁ to Capture the capabilities that are required the client’s direct sales and delivery processes.⦁ to Build the client’s Market Ecosystem of all the company types that […] - [About Us](https://tenego.com/about-us/): About Tenego Tenego Partnering is a Consulting, Training and Advisory Service company helping with growing tech companies get started in partnering, develop their partner programs and scale their partner networks across the world. Tenego was founded by Donagh Kiernan in 2008 developing partnering methodologies and delivering for clients primarily from Europe and North America helping them grow their market reach, and sales revenues through Partner Network Growth and Partner Program optimisation. For tech leaders who require guidance to execute through their own team, Tenego provide guidance with Advisory Sessions, online video training along with multiple downloadable examples and templates. See […] - [Verify account](https://tenego.com/verify-account/): [user_verification_check] - [StartUp Partnering Roadmap for HubSpot for Startups](https://tenego.com/startup-partnering-roadmap-for-hubspot-for-startups/): Sign-up Current Member? Sign-in At what stage of the partnering journey are you? Are you currently wondering if: Q: Should a startup like yours consider selling through sales partner channels? Q: How can you leverage partners to enhance my Sales? Q: Can partners contribute to your product improvement? Q: How can partners bring credibility to your business in foreign markets to accelerate sales? Q: How many partners do I need? https://vimeo.com/913622390 Watch this quick video from our expert to understand how partnering can help you: SIGN UP NOW TO GET FREE ACCESS  Seeing the benefits of Partnerships is only the  […] - [Startup Partnering Roadmap - Getting Started on Building your Partner Program like a Global Leader](https://tenego.com/startup-partnering-roadmap-getting-started-on-building-your-partner-program-like-a-global-leader/): For founders and business leaders of Startups and Early-Stage tech companiesWho want to learn on how partnering can help them grow their business. The roadmap starts with a 90-minute course with multiple sessions and then into a series of short TenegoTV answers on relevant topics for companies getting started in partnering. “From being unsure whether partners would work for us, to a rocket start on our partnering journey with Tenego Academy, enabling us to bring our full team along securing initial strong partners driving 6-figure revenues, and more partners in the pipeline.”– Emmet Kearney, Business Development Director, TWI International - [Roadmap: Partnering QuickStart](https://tenego.com/roadmap-partnering-quickstart/): Partnering is a powerful way to grow your business, reach new markets, and leverage the strengths of others. But partnering is not easy. It requires a clear strategy, a systematic approach, and a compelling proposition. That’s why we created the Partnering QuickStart program, a 10-module online course that will teach you everything you need to know to create and execute a successful partnering plan. You’ll learn how to: - [Roadmap: Your Partnering Plan](https://tenego.com/roadmap-your-partnering-plan/) - [Landing Page for HubSpot - 2 Program offers](https://tenego.com/landing-page-for-hubspot-2-program-offers/): Sign-up Current Member? Sign-in Grow your business through Partners Select your programme to Get Started in Partnering At Tenego Academy, we guide tech leaders to build successful partner programs, through online training, offline exercises, and company specific advisory/coaching. FOR: Tech CEOs, Co-founders and Business Leaders IN: Tech Companies of all sizes, from startup and early stage. WHEN: Want to get Started in Partnering OR Want grow your Partner Network. WHAT & HOW: Training and Advisory on growing your business through partners, and how to get started. SELECT YOUR ROADMAP Partnering QuickStart Roadmap4-week program 5 hours Online Self-paced video Offline Exercises […] - [Registration Pages for Partner Recruitment (HubSpot) -2 ](https://tenego.com/registration-pages-for-partner-recruitment-hubspot-2/): Current Member? Sign-in Partner Recruitment Program Ready to grow your partner network At Tenego Academy, we focus on helping tech leader build successful partner programs, through online training, offline exercises, and company specific advisory/coaching. . FOR: Tech CEOs, Co-founders and Business Leaders IN: Tech Companies at startup, early stage and growing. WHEN: You have working partnerships and You’re ready to actively recruit new partners WHAT & HOW: Training and Advisory on best practice partner recruitment process and practical steps from 15 years of active partner recruitment experience. Partner Proposition Partner Enablement Partnering Strategy Overview Partner Fit Evaluation Partner Agreements Partner […] - [Registration Pages for Partner Recruitment (HubSpot)](https://tenego.com/registration-pages-for-partner-recruitment-hubspot/): Current Member? Sign-in Partner Recruitment Program Ready to grow your partner network At Tenego Academy, we focus on helping tech leader build successful partner programs, through online training, offline exercises, and company specific advisory/coaching. . FOR: Tech CEOs, Co-founders and Business Leaders IN: Tech Companies at startup, early stage and growing. WHEN: You have working partnerships and You’re ready to actively recruit new partners WHAT & HOW: Training and Advisory on best practice partner recruitment process and practical steps from 15 years of active partner recruitment experience. Partner Proposition Partner Enablement Partnering Strategy Overview Partner Fit Evaluation Partner Agreements Partner […] - [Content Hub New](https://tenego.com/content-hub-new/) - [HubSpot For Startups - for Webinar Attendees](https://tenego.com/hubspot-for-startups-for-webinar-attendees/): Sign-up Current Member? Sign-in Grow your business through Partners Select your programme to Get Started in Partnering At Tenego Academy, we guide tech leaders to build successful partner programs, through online training, offline exercises, and company specific advisory/coaching. FOR: Tech CEOs, Co-founders and Business Leaders IN: Tech Companies of all sizes, from startup and early stage. WHEN: Considering/Will Partnering will work for you? Including Partnering in your Business Plans Want to get Started in Partnering WHAT & HOW: Training and Advisory on growing your business through partners, and how to get started SELECT YOUR GUIDED PATH Your Partnering Plan 2-week […] - [Tenego.com Home Page](https://tenego.com/): Build Your Partner Program Like A Global Leader Tenego guide tech leaders in getting started and growing their business through partnering, sales channel development and partner program development. Guidance Self-Paced Video, Blended and Live Sessions Group and 1-to-1 Advisory Online training and advisory programs Visit Tenego Guidance Supports Visit Tenego Guidance Supports Consulting Partnering Strategy Partner Recruitment Partner Program Development/Review Visit Tenego’s Consulting Services Visit Tenego’s Consulting Services Trusted Clients Tenego guides tech leaders in getting started and growing their business through partnering, sales channel development and partner program development. Partnering with: Providing training and advisory guiding early stage and […] - [Tenego Academy hubspot](https://tenego.com/tenego-academy-hubspot/) - [Elementor #14670](https://tenego.com/elementor-14670/): [user_verification_check] - [What Capabilities are you looking for in Your Sales Partners](https://tenego.com/what-capabilities-are-you-looking-for-in-your-sales-partners/): What Capabilities do you want from Partners? You have many possible partner company types, depending on the capabilities you need Along your overall business process, how do you priortise the capabilities you need and at what stages? https://vimeo.com/875965217/b2600db948 Watch Video – 5:10 Minutes Would you like to learn how your company can Start and Grow through Partners? Click Here Learn More - [Partners: The Fellow Travellers on Your Customers Journey](https://tenego.com/partners-the-fellow-travellers-on-your-customers-journey/): Partners: The Fellow Travellers on Your Customer’s Journey In your customer’s journey, How do you show up? What type of companies appear before you on your customers’ journey? How do you work together with these companies? https://vimeo.com/875953668/4deac20e92 Watch Video – 6:13 Minutes Would you like to learn how your company can Start and Grow through Partners? Click Here Learn More - [Your Customer Acquisition Costs and Partners](https://tenego.com/your-customer-acquisition-costs-and-partners/): Your Customer Acquisition Costs and Partners What are the costs in your sales process? What does it cost to win one deal? What does it cost you to get to the point of credibility?At what stages and how can partners help? https://vimeo.com/872967846 Watch Video – 8:46 Minutes learn how your company can Start and Grow through Partners? Click Here Learn More - [Your Companys Growth Bottleneck And Partners](https://tenego.com/your-companys-growth-bottleneck-and-partners/): Your Company’s Growth Bottleneck and Partners What is your company’s bottleneck for growth? What do you want more of? Where is your business engine stalling?What stage in your high-level business process is not producing enough? https://vimeo.com/844979957/44f6380dff Watch Video – 5:14 Minutes Would you like to learn how your company can Start and Grow through Partners? Click Here Learn More - [Partnering Journey Milestones Intro-2](https://tenego.com/partnering-journey-milestones-intro-2/): Book A Call × First Name* Last Name* Job Title Company Name* Your Company Email Address* Country What are Your Top 3 Challenges with your Partner Program at this time? This will add you to Tenego email updates on content on partnering topics, typically weekly. You can unsubscribe at any time. See our Privacy Policy. Please verify your request* Book Partner Program Discovery Call Do you have a proven and growing direct sales Software Product or SaaS Solution businesses, and maybe have some partners already? Are you ready to get started to structure and scale your business through partners, develop […] - [Blog With Filter](https://tenego.com/blog-with-filter/) - [Membership Sale ---bk](https://tenego.com/membership-sale-bk/): Join for Free Current Member? Login Build your international partner program to drive your sales globally Join for Free Tenego Academy equips and guides software vendor leaders to start, grow, and structure their internationally scalable partner programs, to drive their company’s market reach, and sales growth. With online self-paced video-based training, templates, example materials, group live sessions covering all for you to develop your international sales partner program. THROUGH GUIDED PATHS, EXPERT CONTENT AND WORKSHOPS FOR: Startup Startup Will Partner work for us? Will partners work for our product, and how do get started? What do partners expect from vendors […] - [Member Sign-in](https://tenego.com/member-sign-in-2/): [mepr-login-form use_redirect=”true”] - [Roadmap Tour on Partnering Topics for Lobby|Start Members](https://tenego.com/roadmap-tour-on-partnering-topics-for-lobbystart-members/): For Partner Program Leaders, Sales and Business Leaders of Software Companies where you:• are starting on your partnering journey, and may already have some partners• know that your product will sell through partners.• are ready to define and grow your partner program The program is intended to guide partner program leaders and sales channel professionals over a number of months, on the journey to creating their partner programs with lessons from global leading tech companies. The content of this program is supported by monthly group sessions and new content monthly supporting your build your partner program. On completion you will […] - [Established, Structure and Scale Roadmap Sales Page](https://tenego.com/established-structure-and-scale-roadmap-sales-page/): Sign-up Current Member? Sign-in Build your Partner Program Like a Global Leader Established, Review and Scale Roadmap Lift the performance of your partner programReview and Structure to scale your partner program and revenues. At Tenego Academy, we focus on helping tech leader build successful partner programs, through online training, offline exercises, and company specific advisory/coaching. FOR: Tech CEOs, Sales Leaders, Channel Leader and Channel Professionals IN: Tech Companies of all sizes, from startup to established (ideally you have proven your customer proposition, and also it would be good if you have validated a partner proposition, but if not, we can […] - [Book Discovery Session](https://tenego.com/book-discovery-session/): Book Discovery Call × First Name* Last Name* Job Title Company Name* Your Company Email Address* Country What are Your Top 3 Challenges with your Partner Program at this time? This will add you to Tenego email updates on content on partnering topics, typically weekly. You can unsubscribe at any time. See our Privacy Policy. Please verify your request* Book Partner Program Discovery Call Book Discovery Call Book Your Discovery Call​ Every stage in the partnering journey bringsmany hard lessons, many unknowns and many assumptions. Are you Starting on the Partnering Journey, with great expectations with maybe some initial partners […] - [Growing your Partner Network Roadmap](https://tenego.com/growing-your-partner-network-roadmap/): Sign-up Current Member? Sign-in Build your Partner Program Like a Global Leader Growing Your Partner Network Ready to grow your partner network and structure your partner program for scale. At Tenego Academy, we focus on helping tech leader build successful partner programs, through online training, offline exercises, and company specific advisory/coaching. FOR: Tech CEOs, Sales Leaders, Channel Leader and Channel Professionals IN: Tech Companies of all sizes, from startup to established (ideally you have proven your customer proposition, and also it would be good if you have validated a partner proposition, but if not, we can guide you with this) […] - [Starting in Partnering Roadmap Sales Page](https://tenego.com/starting-in-partnering-roadmap-sales-page/): Sign-up Current Member? Sign-in Build your Partner Program Like a Global Leader Starting in Partnering Roadmap With some partners already you now want to replicate your initial success and start to build your partner program At Tenego Academy, we focus on helping tech leader build successful partner programs, through online training, offline exercises, and company specific advisory/coaching. FOR: Tech CEOs, Sales Leaders, Channel Leader and Channel Professionals IN: Tech Companies of all sizes, from startup to established (ideally you have proven your customer proposition, and also it would be good if you have validated a partner proposition, but if not, […] - [StartUp Partnering Roadmap Signup](https://tenego.com/startup-partnering-roadmap-signup/): Sign-up Current Member? Sign-in Startup Partnering Roadmap Will Partnering work for you?Will partners work for your product, and how do you get started?What do partners expect from you as a vendor to sell their product? Courses Whether you are considering selling through partners or in discussion, you will be guided through the steps to help you get started.   The Sales Channels for SaaS 90 minute online video course outlines the key concepts on making partnering work and helps you assess your opportunities. TenegoTV TenegoTV is a growing repository of short videos answering regular questions on challenges in sales channels and […] - [QSM Page](https://tenego.com/qsm-page/): [qsm quiz=3] - [Your Partner Program Diagnostic Considerations Roadmap](https://tenego.com/your-partner-program-diagnostic-considerations-roadmap/): After completing the Partner program diagnostic – This is what’s important for you - [Tenego Academy Membership COPY - 25 Jan23](https://tenego.com/tenego-academy-membership-copy-25-jan23/): Sign-up For Free Current Member? Sign-in Build your international partner program to drive your sales globally Sign-up For Free Tenego Academy equips and guides software vendor leaders to start, grow, and structure their internationally scalable partner programs, to drive their company’s market reach, and sales growth. With online self-paced video-based training, templates, example materials, and group live sessions covering all for you to develop your international sales partner program. THROUGH GUIDED PATHS, EXPERT CONTENT AND WORKSHOPS FOR: Startup Startup Will Partner work for us? Will partners work for our product, and how do get started? What do partners expect from […] - [Roadmap Tour on Partnering Topics for Lobby|Start Members](https://tenego.com/roadmap-tour-on-partnering-topics-for-lobbystart-members-2/): For Partner Program Leaders, Sales and Business Leaders of Software Companies where you:• are starting on your partnering journey, and may already have some partners• know that your product will sell through partners.• are ready to define and grow your partner program The program is intended to guide partner program leaders and sales channel professionals over a number of months, on the journey to creating their partner programs with lessons from global leading tech companies. The content of this program is supported by monthly group sessions and new content monthly supporting your build your partner program. On completion you will […] - [Established Partner Program Review and Scale Roadmap - Build Your Partner Program like a Global Leader](https://tenego.com/established-partner-program-review-and-scale-roadmap-build-your-partner-program-like-a-global-leader/): For Tech Business Leaders, Sales Leaders and Partner Program Leaders of Software Companies where you:• have an operating partner program with active partners who sell your product and maybe a small partnering team• have the many processes, materials and supports in place for your partners• want to assess how you can multiply 2x, 3x or 10x your partner program revenues internationally• are ready to structure your partner program, partner operations, partner management processes and partnering team for scale Capture what works in your partner program and your partners’ success to date, and map to your plan to proactively scale your […] - [Growing Your Partner Network Roadmap - Build Your Partner Program like a Global Leader](https://tenego.com/growing-your-partner-network-roadmap-build-your-partner-program-like-a-global-leader/): For Tech Business Leaders, Sales Leaders and Partner Program Leaders of Software Companies where you:• have a number of active partners who sell your product• have validated that your product will sell through partners• see the opportunity to scale your business and your revenues through partners• are ready to define and grow your partner program Capture your partnering success to date, and define how you replicate and scale your business through partners. Gain from the best-practice of the Global Tech Leaders to structure and operate your partner program. On completion you will have:• All you need to create your build […] - [Elementor #10762](https://tenego.com/elementor-10762/) - [Elementor #10758](https://tenego.com/elementor-10758/) - [Tenego Academy Blog](https://tenego.com/tenego-academy-blog-3/): [tenegoacademy_related_posts_fixes numberposts=’5′ display=”list” post_type=”post,memberoni_course,tribe_events” post_ids=”5447,6816,2813,8259,6848″ title=”Related Content”] - [Order Completed](https://tenego.com/order-completed/) - [Tickets Checkout](https://tenego.com/tickets-checkout/) - [Dashboard](https://tenego.com/dashboard-2/): [login_content content=”Welcome, Thank you for signing up…you can now access full TenegoTV videos, access to one free course and some QuickWin sessions. “] - [Affiliate Login](https://tenego.com/affiliate-login/) - [Affiliate Signup](https://tenego.com/affiliate-signup/) - [Affiliate Dashboard](https://tenego.com/affiliate-dashboard/) - [Custom blog page](https://tenego.com/custom-blog-page/): [tenegoacademy_related_posts_fixes numberposts=’5′ display=”list” post_type=”post,memberoni_course,tribe_events” post_ids=”5447,6816,2813,8259,6848″ title=”Related Content Fixed”] - [Recommended Content](https://tenego.com/recommended-content/): [dashboard_related_posts numberposts=’12’ display=”grid” ] - [Recent Viewed Content](https://tenego.com/recent-viewed-content/): [recentlyViewed numberposts=’12’ display=”grid” ] - [Partner Agreement Checklist Thank You Page](https://tenego.com/partner-agreement-checklist-thank-you-page/): SUCCESS! Download Your Free Checklist Download Here WATCH THE EXPLANATION: Founder and CEO of Tenego Partnering and Tenego Academy Donagh Kiernan Donagh is an International Software Sales Channel Development expert and an Advisor and Coach to Business Owners / CEOs. Donagh is Sales focussed, Entrepreneurial, Creative in Business Ideas and Business Development, Broad Network of Contacts in Business Community and Technology Sectors. Donagh has 30+ years of experience of technology development, sales and business ownership, investment and management. Starting as a Software Developer, he developed to business founder/owner/manager, Business development, sales and marketing of technology. View LinkedIn Profile - [Quick Wins](https://tenego.com/quick-wins/) - [All Events page](https://tenego.com/all-events-page-2/): This is dummy eventy page. - [Tenego Academy Blog](https://tenego.com/tenego-academy-blog-2/): On all things Software Sales Channel Development - [Courses](https://tenego.com/courses/) - [Past Sessions](https://tenego.com/past-sessions/) - [Tenego TV](https://tenego.com/tenego-tv/) - [Pre Launch Page](https://tenego.com/pre-launch-page/): Coming Soon Tenego Academy Tenego Academy equips and guides software vendor leaders to start, grow, and structure their internationally scalable partner programs, to drive their company’s market reach, and sales growth. Through guided paths, expert content and workshops for: Startup Will Partner work for us? – Will partners work for your product, and how do get started. First Partner What do we need for our first partner? – Focus in the key priorities to get first partner started Starting in Partnering What do we need to get started in building our Partner Program? Growing your Partner Network Learning to grow […] - [Membership Sale ---bk](https://tenego.com/membership-sale-bk-2/): Join for Free Current Member? Login Build your international partner program to drive your sales globally Join for Free Tenego Academy equips and guides software vendor leaders to start, grow, and structure their internationally scalable partner programs, to drive their company’s market reach, and sales growth. With online self-paced video-based training, templates, example materials, group live sessions covering all for you to develop your international sales partner program. THROUGH GUIDED PATHS, EXPERT CONTENT AND WORKSHOPS FOR: Startup Startup Will Partner work for us? Will partners work for our product, and how do get started? What do partners expect from vendors […] - [Contact Us](https://tenego.com/contact-us/): Tenego Partnering  Headquarters:NSC Campus, Mahon, Cork, Ireland.   Email: info@tenego.com Phone: +353 21 2307117 - [Terms of Use](https://tenego.com/terms-of-use/): 1. Terms By accessing Tenego Academy, you are agreeing to be bound by these Terms of Use, all applicable laws and regulations, and agree that you are responsible for compliance with any applicable local laws. If you do not agree with any of these terms, you are prohibited from using or accessing this site. The materials contained in Tenego Academy are protected by applicable copyright and trademark law. 2. Use License Permission is granted to temporarily download one copy of any downloadable materials on Tenego Academy’s website for personal, non-commercial transitory viewing only. This is the grant of a license, […] - [Tenego Partnering Guidance Roadmaps](https://tenego.com/tenego-partnering-guidance-roadmaps/): Build your Partner Program Like a Global Leader Select Your Roadmap At Tenego, we guide tech leaders to build successful partner programs, through company specific advisory/coaching, online training and offline exercises.  FOR: Tech CEOs, Sales Leaders, Channel Leader and Channel Professionals IN: Tech Companies of all sizes, from startup to established (ideally you have proven your customer proposition, and also it would be good if you have validated a partner proposition, but if not, we can guide you with this) WHEN: Starting in Partnering, Growing their partner Networks, or Restructuring their Established Partner Programs WHAT & HOW: Training and Advisory on building […] - [Partner Proposition Checklist Thank You Page-OLD](https://tenego.com/partner-proposition-checklist-thank-you-page-old/): Thank you Click Here to Download Checklist View : Applying your Partner Proposition Checklist For more on Partner Proposition: Get FREE access to guest session with CEO of SAP VAR/SI: What do VARs/SIs Really Want from their Software Solution Partners? Access Free Guest CEO Session Get FREE Access to cxpose-all session: Software Partner Recruitment for Grown Ups Access Free Partner Recruitment Session - [Partner Proposition Checklist Thank You Page](https://tenego.com/partner-proposition-checklist-thank-you-page/): SUCCESS! Download Your Free Checklist Download Here WATCH THE EXPLANATION: Founder and CEO of Tenego Partnering and Tenego Academy Donagh Kiernan Donagh is an International Software Sales Channel Development expert and an Advisor and Coach to Business Owners / CEOs. Donagh is Sales focussed, Entrepreneurial, Creative in Business Ideas and Business Development, Broad Network of Contacts in Business Community and Technology Sectors. Donagh has 30+ years of experience of technology development, sales and business ownership, investment and management. Starting as a Software Developer, he developed to business founder/owner/manager, Business development, sales and marketing of technology. View LinkedIn Profile - [Partner Proposition Checklist Landing Page](https://tenego.com/partner-proposition-checklist-landing-page/): LEARN TO GROW YOUR PARTNER NETWORK TO SELL MORE SOFTWARE Our experts have developed a Partner Proposition Checklist that allows you to optimize relationships with software resellers to maximize sales and minimize effort. Get Your Free Checklist Now X Improve Your Propositions to All Partners If you rely on sales partners affiliate, referral or reseller to grow your software business, then you understand how important it is to have an engaging, enticing partner proposition. Our Partner Proposition Checklist is designed to instantly capture the attention of potential partners, so you expand your network in a professional manner. The result? More […] - [Partner Agreement Checklist Landing Page](https://tenego.com/partner-agreement-checklist-landing-page/): ENTER YOUR NEXT SALES PARTNER AGREEMENT FEARLESSLY, THE RIGHT WAY, AND WITHOUT ANY CONFUSION! Grow Your Business And Build Profitable Referral or Reseller Partner Relationships By Using This Straight-To-The-Point, Actionable, And FREE Checklist To Correctly Set Up Your Sales Partner Agreements! DOWNLOAD FREE SALES PARTNER AGREEMENT CHECKLIST Everyone wants a partner they can rely on, someone who knows what they’re doing. And when your potential partners see that you have everything ready for them, without any errors, it boosts their confidence and impresses them beyond anything else. It takes A LOT of time and failed partnerships to actually learn what […] - [Sales Channels For Saas - Sales Page](https://tenego.com/sales-channels-for-saas/): Discover How to Start the Partner Program to suit Your SaaS Business… Remove all the guesswork in creating your partner program and learn from the industry leader to grow your business. If you have no prior experience, it will be difficult, even if you have many contacts. And more probably than not, you will get stuck, many times. Partnering with large companies is attractive, but very challenging, as you are one of so many contacting them to partner. What types of companies will make good partners for your business to meet your business objectives over the coming year, and further? […] - [Member Sign-in](https://tenego.com/member-sign-in/): [mepr-login-form use_redirect=”true”] - [Privacy Policy](https://tenego.com/privacy-policy-2/): This Privacy Policy governs the manner in which Tenego Partnering collects, uses, maintains and discloses information collected from users, visitors or participants of Tenego Academy. This Privacy Policy applies to Tenego Partnering and all courses and downloads offered by Tenego. Personal identification information We may collect personal identification information from users in a variety of ways, including, but not limited to, when users signup to a course within Tenego, subscribe to a newsletter, and in connection with other activities, services, features, or resources we make available in our School. Users may visit Tenego website anonymously. We will collect personal identification information […] - [Tenego Academy Blog](https://tenego.com/tenego-academy-blog/): [tenegoacademy_related_posts numberposts=’5′ display=”list” post_type=”post,memberoni_course,tribe_events” post_ids=”5447,6816,2813,8259,6848″ title=”Related Content”] - [Starting in Partnering Roadmap - Build your Partner Program like a Global Leader](https://tenego.com/starting-in-partnering-roadmap-build-your-partner-program-like-a-global-leader/): For Business Leaders of Tech companies where you:• are starting on your partnering journey, and may already have some partners• have early validation that your product will sell through partners• are ready to define and grow your partner program and revenues Structure your partner commissions, standard agreements, and partner recruitment to create your partner program like the global leaders. On completion you will have:• All you need to get started with your full partner program and engaging partners• Saved years of effort, mistakes and lost opportunities• Enabled faster results from partners• Improved your leadership and team confidence with plans and […] - [Dashboard](https://tenego.com/dashboard/): [login_content content=”Welcome, Thank you for signing up…you can now access full TenegoTV videos, access to one free course and some QuickWin sessions. “] - [About Us-Old](https://tenego.com/about-us-old/): Welcome to the Tenego Academy – enabling practical skills in Sales Channel Development and Management for Sales Channel Professionals and Executives of Software Companies. Over the years, in Tenego Partnering’s services business, we have continually developed methodologies and expertise to make sales channel development more effective. If you prefer hands-on assistance in developing your partnering strategy, your partner program and growing your partner network, then do visit www.Tenego.com. With a focus on optimising time for clients, their partners and for all parties, we have built processes, templates and techniques, that we are now sharing within Tenego Academy. We endeavour to provide […] - [All Sessions](https://tenego.com/all-sessions/) - [All Courses](https://tenego.com/all-courses/) - [Content Hub](https://tenego.com/content-hub/) - [My Courses](https://tenego.com/my-courses/): Completed : [lessonhistory status=’1′ layout=’grid’ hide_date =’1′] Favourites : [lessonhistory status=’2′ layout=’grid’ hide_date =’1′] Bookmarks : [lessonhistory status=’3′ layout=’grid’ hide_date =’1′] - [Register](https://tenego.com/register/): Get Access To Tenego Academy Content Instanly On Sign-Up If You’re Ready To Take Your Partner Program To The Next Level By Enrolling In Tenego Academy, Simply Choose Your Sign-Up Option Below And Click The Button To Join Us… - [TenegoTV](https://tenego.com/tenegotv/): For Software Product Companies starting & growing in Sales Channels. Learn to grow your partner network to sell more software. - [Pre Launch Page--oldversion](https://tenego.com/pre-launch-page-oldversion/): Coming Soon Tenego Academy Tenego Academy equips and guides software vendor leaders to start, grow, and structure their internationally scalable partner programs, to drive their company’s market reach, and sales growth. Through guided paths, expert content and workshops for: Startup Will Partner work for us? – Will partners work for your product, and how do get started. First Partner What do we need for our first partner? – Focus in the key priorities to get first partner started Starting in Partnering What do we need to get started in building our Partner Program? Growing your Partner Network Learning to grow […] - [Welcome](https://tenego.com/welcome/): Welcome and thank you for Signing-up to Tenego Academy. Click on the button below to get started. Proceed to Your Dashboard - [Tab Gems](https://tenego.com/tab-gems/): FREE BUSINESS LEADER WORKSHOP! Hidden Gems To Boost Your Business Efficiency Can you find a 10% operational efficiency boost in your business? Would getting 15% more done ease your staff shortages? Are you using your existing IT systems to get the full benefit? How do you make meaningful change happen? Your business has many areas that are not as efficient as you would like: Do you have too many clipboards and paper forms to be keyed into computers, maybe more than once? Do you have too many end-of-day processes, that you would love to be live and real time? Are […] - [Partner Program Workshop](https://tenego.com/partner-program-workshop/): FREE WORKSHOP! Partner PROGRAM Workshop Our monthly workshop is paused for the momentWe’re working on something special in the background. We will keep you informed. Join your industry peers in sharing and solving each others partner progam challenges. Would you like to guest and present your challenge to get solutions? Join this workshop and get involved ​Get your challenge resolved Be our guest, present your challenge ​Get your challenge into the Quickfire round Monthly Workshops are paused we’ll be back *** watch this space ***. EXAMPLE PARTNER PROGRAM CHALLENGES SUBMITTED ON PREVIOUS WORKSHOPS: “To find ,who will be more interested […] - [Blog2](https://tenego.com/blog2/): [tenegoacademy_related_posts numberposts=’5′ display=”list” post_type=”post,memberoni_course,tribe_events” post_ids=”5447,6816,2813,8259,6848″ title=”Related Content”] - [Account](https://tenego.com/account/): State/ Province:* (VAT: View EU Country Codes) EU VAT × Tenego Academy Membership Fees are quoted excluding VAT and Taxes. As Tenego is an Ireland-based business, VAT is chargeable to EU-based consumers and other Ireland-based businesses. EU-based businesses outside Ireland, are required to enter their business address, the two-character country code in the State/Province box and their valid VAT number. See the list below of two-character country codes: Code Country AT Austria BE Belgium BG Bulgaria CY Cyprus CZ Czech Republic DE Germany DK Denmark EE Estonia EL Greece ES Spain FI Finland FR France HR Croatia HU Hungary IE […] [comment]: # (Generated by Hostinger Tools Plugin)