A simple guide to building cross-channel interactions

whitePaper | January 12, 2022

This whitepaper is the third in a series devoted to the topic: “How to Engage the Channel for Successful SaaS Renewal Sales”. In our first paper, Sales Renewals: A Primer, we introduced the importance of both change and risk management when it comes to renewals. In addition, we identified proven management tactics to address the inherent challenges to the renewals business. Above all, our intent being to help companies ensure they have the right partners for the right offers. In the second paper, Best Practices for Leveraging the Channel, we dug deeper inside the vendor organization to examine best practices for engaging and enabling partners, in order to minimize preventable churn and eliminate “organizational dissonance”.

whitePaper | February 23, 2021

Successful channel leaders have always understood that maintaining channel loyalty depends on the value they help their partners capture. As the measurement of “value” for many partners shifts from quarterly revenue results to longer-lasting and more profitable client relationships, channel programs need to identify, communicate, enable and incentivize activities that help partners win business and extend customer lifecycles. This challenge to participate is compounded by the rapidly changing B2B buyer’s journey. It’s increasingly important for vendors to adapt and evolve while helping partner teams do the same.

whitePaper | October 17, 2022

There’s no doubt that a well-designed channel incentivization strategy – and the incentive programs that flow from such – pays big benefits(i). It doesn’t take long for that success to manifest as program expansion, involving hundreds or thousands of partners, and dozens of programs. But (and this is the industry’ dirty little secret (well, maybe not so secret)) the vast majority of channel incentive-fueled revenue operations (incentive program management) is run on the backs of spreadsheets. Why? The answer is twofold:

whitePaper | November 1, 2022

Companies that can unlock the right data across their ecosystem can identify billions in additional pipeline for their channel sellers and direct sales teams. This white paper dives into 18 specific strategies to unlock new sales opportunities and drive more revenue with partners.

whitePaper | October 25, 2022

Building trust, sharing data securely, and getting insights from partners are critical for scaling partnerships. This 13-page whitepaper frames the universal enterprise challenges around scaling an effective partner ecosystem that drives revenue.

whitePaper | July 27, 2020

As governments gradually remove pandemic induced restrictions and businesses begin to reopen, there’s a sense that we might be on the verge of returning to “normal.” That is unlikely. During the months of lockdown and self-isolation, we have been, in fact, writing a new future.