How to Create a Repeatable Partner Enablement Framework to Grow Your Partners and Your Channel

HEATHER TENUTO | August 16, 2022 | 36 views


Successfully enabling your channel partners delivers numerous benefits in all the areas that matter to the C-suite, including:
  • Shorter sales cycles – A powerful enablement program shortcuts partners’ learning curves and speeds sales qualification and quote times. In turn, improving these key metrics accelerates time to contract and, by extension, closing.
  • Higher conversion rates – Partners get better at generating revenue when they’re better educated on products and solutions, or they have access to materials and hands-on support to help them close business. Partner enablement delivers on both fronts.
  • Better quota attainment – Partners that can shorten their sales cycles and increase conversions are better at meeting – and beating – their quotas.  
  • Accurate forecasts – As all of these key performance indicators (KPIs) improve (sales cycles, conversion rates and quota attainment), so does the accuracy of your channel revenue and partner performance forecasts. Accurate forecasts translate directly to accurate planning – not just in your channel department, but throughout the company. 
  • Scale inside the partner organization – Have you ever noticed that your sales team seeks out the best salespeople in your company for tips and tricks to help them close more deals? Partners are no different; they gravitate toward success. The better you enable them, the faster your company mindshare grows, and the quicker your products penetrate portfolios across your partner organizations.
  • Lower partner attrition – When you deliver a strong enablement program to your partners, you keep them active and engaged for a longer period of time. That’s because you’re strengthening the ability of your partners to close deals. There’s no more powerful way to build partner loyalty than by helping them grow their businesses.

The Key Components of Any Partner Enablement Strategy
Sales partner enablement should be an integral part of your channel partner onboarding program. We’ve identified seven core program building blocks that can simultaneously build your partner’s capabilities and your mutual partnership:

1.Training: The foundation for any partner enablement program is training. The scope of this activity will depend on your particular company’s solutions. In some cases – vertical solutions, for example – a significant portion of the training will be dictated by industry-specific needs. But many of those principles apply to selling a broad-based B2B product. Training should include:
  • Market demand and the problems your product class solves
  • In which niche(s) your product plays best
  • Why your product is better for your partner’s customers
  • What the partner gains from selling your solution
  • Current partner SPIFFs and end-customer promotions
  • How to get closing support when it’s needed

2. Goal Alignment: Hopefully, you’ve developed an ideal partner profile (IPP) and screened for partners that align with your strategic goals and operational capabilities. But don’t assume that success will materialize based on compatibility alone. Take the time to map out goals for the partner that align with your overall goals, identify where your partner has holes that you can help fill, and make plans to check in regularly on progress toward those goals.

3. Incentives: Your competitors don’t pack up and go home when you’ve successfully converted a partner. They invite your partners over and over – often with steadily increasing incentives – to jump ship and sell their solutions instead. On this front, your best defense is a potent offense. Build in incentives that keep your partners selling your products in pursuit of higher-level rewards. Well-rounded partner incentive programs typically include SPIFFs on product sales, bonuses on revenue milestones, luxury rewards like car leases and trips for top performance, and public recognition of their achievements through awards.

4. Sales & Marketing Collateral: Many channel partners are great salespeople. Most are not great marketers. Providing your partners with materials – both physical and digital – they can use to promote your solutions is key. Depending on your partner mix and your partner program model, you’ll need to provide fully white-labeled or co-branded materials to which the partners’ logos can be added.

5. Ongoing Communications: These days, everything changes quickly. Keeping your partners updated is both challenging and essential. You need a communications plan just for partners like you do your internal teams and your customers. These could include product bulletins (for new products and updates), partner newsletters, email campaigns and dedicated social channels to communicate with your partners.

6. Get Feedback: A good partner program incorporates partner feedback not only on your products and how they perform on the street but on your partner program itself, including your partner enablement program. In fact, the best partner programs have borrowed a fundamental tenet of design thinking—feedback-based development and refinement.

7. Partner Enablement Software: If all of this sounds like a lot of work, it is. That’s why scaling is both a challenge and a necessity. On this front, partner enablement software can be your best friend. Embrace it.


10 Steps to Build Your Partner Enablement Framework
Partner enablement is a big undertaking, but it doesn’t have to be painful. We’ve broken the process down for you in 10 simple steps that can help you achieve success, and we asked a panel of industry experts for advice along the way.

1. Arm Your Company Before Arming Your Partners
2. Plan in Advance for a Simplified Partner Enablement Experience
3. Nail Down Your Other Partner Onboarding Practices
4. Establish Your Training Plan
5. Build Your Incentive Plan
6. Develop and Deploy Collateral
7. Establish Your Communications Routines
8. Align and Set Your Goals
9. Be Responsive
10. Assess and Adapt

Step 1: Arm Your Company Before Arming Your Partners

A little prep goes a long way. When establishing or evolving your channel program, it’s essential not only to work through how to recruit channel partners but also to enable them. You’ll especially want to think through platforms, including learning management systems (LMS).
“A solid LMS is critical to educating and certifying partners on your products and process,” says Robert Maute, Chief Revenue Officer for master customer experience technology integrator CX Effect. “In addition, a solid Partner Portal (PRM software) is critical to providing them with tools and strategies to help better market your products.”
Liz Lederer, Senior Vice President of North American Channel Development for Star2Star, agrees. The cloud communications provider gives partners access to its LMS for technical and sales training and its knowledge base for technical support, account information and quoting tools.

Step 2: Plan in Advance for a Simplified Partner Enablement Experience

Your partners saddle up with you to solve their customer problems and grow revenues, not to decode how to work with your company or use its systems. Like all of us, they suffer easily from app fatigue. Make their experience painless and positive.
“Make it easy. Make it quick,” says MeiLee Langley, Senior Director of Channel & Field Marketing at cloud communications provider Nextiva. “Give partners tools they can learn, use, and measure easily and quickly. Partners are busy selling and implementing products; show them the value the training, tool, or program will bring them and how little time and effort it will take them to complete/use it, and you’ll see your engagement soar.”
Tess Smith, Senior Vice President of Sales for NetFortris, shares these sentiments. “Simplify constantly,” he says. “Understand context, align priorities, prioritize time management, measure outcomes and adjust accordingly.”

Step 3: Nail Down Your Other Partner Onboarding Practices.

Partner onboarding and enablement are intertwined in a yin-yang symmetry. Partner enablement is essential to channel partner onboarding, but onboarding is also a crucial part of enablement. Getting the rest of your onboarding processes down pat will set up partners for success through the rest of the process and build trust at that crucial time when your partner is forming opinions about working with you.
“My advice [is to] build trust early on by demonstrating your commitment to the relationship and to the mutual success of the channel partnership,” says Jasmina Muller, Vice President of Global Channel Partnerships for global critical event management platform Everbridge. “Get to know their business objectives and how best you can help them support their end users, and continually offer the enablement and engagement they need to succeed. Build the relationship for the long term, and plan for the future.”
This is sound advice that applies throughout the relationship—from ensuring that you’re employing partner onboarding best practices to rewarding partner loyalty and longevity.

Step 4: Establish Your Training Plan

In addition to the LMS solutions advocated by CX Effect’s Maute, other opportunities for training exist, including:
  • Live training at your partner’s site
  • Live training on-site at your company
  • Remote or virtual training (including webinars for established partners)
  • Incorporating training in partner summits
  • Co-locating with or near major industry events that will attract many of your partners and planning training days adjacent to the primary event’s dates
  • Helping partners close deals (some may need assistance until they’re fully up on your products and value propositions)
  • In-person contact with your partners is important because video calls can’t fully replace the impact of face-to-face meetings, says Charlie Pagliazzo, Vice President of Channels at communications solutions provider Granite Telecommunications. He’s also a strong advocate for enterprise-wide support of partners when they need it.


Make support] available all the way up to ownership to work with partners and their prospects,” Pagliazzo says. “Participate in partner training sessions. [We] attended every event partners were having pre-pandemic [because] attending industry events and always being there [demonstrates commitment]. [Embrace] partner and client visits. Video calls can’t totally replace in-person visits. I predict they will resume post-pandemic.


Step 5: Build Your Incentive Plan

Once you’ve got your partners through the door, you’ll need to give them a reason to stay engaged with you. Your most potent competitors – and if you use them, even top-tier distributors – develop reward systems that incent their partners to send revenue their way. You’ll need plans of your own in order to compete in today’s channel.
Additionally, if the right support systems are in place, you can create incentives that help your channel partners develop more autonomy in their sales efforts.
“Like a building under construction, partners need good scaffolding,” says Heather Tenuto, Chief Revenue Officer for enterprise channel management platform provider Zift Solutions. “Provide tools and support while they are learning to sell and support your product or service, but also incentives for earning autonomy.”  
If you want to develop bigger and better rewards programs, refining your partner enablement framework into a well-oiled machine generates more ROI toward that goal. It delivers the revenue and margin predictability you need to cost-justify your incentives.

TIP: Some partner programs incorporate lead sharing into the mix. In some cases, leads are provided as rewards for business closed. If you include lead sharing in your partner enablement plans, be sure to track the outcomes of those leads to ensure that future leads are routed toward partners that work them effectively.


Step 6: Develop and Deploy Collateral

As we noted earlier, most channel partners have stronger sales than marketing skills. Providing materials they can use to present a more professional image can help them close business. And you’ll make your brand manager happy in the process because you’ll ensure that representations of your company are complying with brand guidelines.
Liz Lederer, Senior Vice President of North American Channel Development for cloud communications provider Star2Star, says her company leverages its existing knowledge base to give partners access to collateral that often can be branded for channel partners. “[We] give our partners access to our knowledge base,” she says, “which includes marketing collateral, sample campaigns, call scripts as well as help with technical support, account informant and quoting tools. They have access to all of our social media content, and we can co-brand most content for their use.”
Typical forms of collateral for channel partners to deploy include:
  • Pitch decks
  • Email campaigns
  • Brandable flyers (digital and print)
  • Drip campaigns
  • Lead magnets
  • Landing page templates
  • Newsletter templates
  • Brandable newsletters
  • Digital ad templates
  • Product and educational videos
  • Social campaigns

Step 7: Establish Your Communications Routines

Nothing is static in 2021. You’ll need to communicate with your distributors and partners for product updates, training opportunities, partner events, contests, SPIFFs, promotions, commission distributions and much more. Much of that information also has to be communicated internally. Here are some simple but effective steps you can take to maximize efficiency and avoid duplicative efforts:
• Don’t reinvent the wheel if you don’t have to. Determine which internal communications assets can be repurposed to keep your channel partners tapped into vital information. This could include materials that can be rethemed/reskinned for the channel, internal distribution assets your channel team forwards to your channel partners, or information you can copy and paste into channel-specific templates and update routines. You’ll likely incorporate all three into your plan.
• Plan processes for the rest. Determine how you want to manage other communications that need to reach your channel partners. There’s a good chance you’ll end up with a mix of product bulletins, newsletters, updates on your channel-devoted social accounts, emails, texts, and portal and application updates. Depending on the content, you may share it across many of these communications channels. The important part is to establish processes, so your communications become automatic and scalable.
• Assess and adjust. Use surveys and one-on-one engagement between your channel managers and their channel teams to ensure you’re reaching partners on their terms and assess how effective your outreach strategy is. Make adjustments when needed.

Step 8: Align and Set Your Goals

The need for alignment between your firm and your channel partners’ needs isn’t new, but how your firm can help your partners achieve their goals has changed since the pandemic—particularly in areas of digital transformation. It’s accelerated, and alignment moving forward will need to be calibrated accordingly. That’s not necessarily a bad thing.
“While the pandemic presented many challenges, it has also provided many opportunities to reimagine how you conduct business in a digital normal,” says Michelle Ragusa-McBain, Vice President of Global Channel & Digital Strategy for channel consulting firm JS Group. “Once you align on your goal, vision and strategy, you can leverage a symbiotic strategy to survive, thrive and excel in innovative new ways.”

Step 9: Be Responsive

As we discussed earlier, getting feedback from your partners can keep you on your game and ahead of your competition. Solicit feedback regularly and empower your channel team to escalate channel enablement requests. And make closing support available when it’s needed. In fact, depending on the complexity of your product, you may prefer to prioritize closing support as a regular part of doing business. It’s also important to keep in mind that many partners assist their customers with a much broader solution set than yours, so it may be impractical for them to develop the same level of product knowledge as your internal employees.
“We advise our partners to not worry about becoming experts in our portfolio, or in the technology but rather to dive into business challenges their customers are facing and to engage us early in the conversation so we can become an extension of their team and help to solve for those business challenges,” says Lacey Rondon, Regional Partner Leader for multicloud solution provider Rackspace Technology. “Partners have access to so many providers it’s near impossible to be proficient in all aspects of the provider’s offerings. We try to teach our partners enough to gain their customer’s buy-in for the second meeting, and we find that is more valuable for our partners long-term.”

Step 10: Assess and Adapt

Modern channel enablement platforms make it easier than ever to assess the efficacy of your channel programs and the performance of your partners. You can use them to deploy live surveys, identify partners that may have been poached or showing signs of inactivity, and develop dashboards that you and your partners can use to maximize the effectiveness of your partnership.

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Fundamentals of Distribution Marketing

Article | July 13, 2022

Are you looking to expand into new markets, boost your sales pipeline, and increase conversions? Whatever your business growth objectives are, a distribution partnership is your answer to all of them. Why are distributors becoming a vital component of business expansion strategies and what is the importance of distribution in marketing? Let us take a look. Distribution Marketing Channels: Achieving More with Distribution Partners The process of making a product or service available to a consumer through a direct channel such as a manufacturer or an indirect channel such as a distributor constitutes a distribution marketing strategy. B2B marketers decide on which type of distributor channel they want to use based on their product and the revenue targets they have in mind. Global suppliers have eroded margins and created an explosion of products catering to even the tiniest market niches. They have disrupted local markets. 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Apart from these two main strategies, there are other specialized strategies that fall under these categories, like exclusive distribution, intensive distribution, selective distribution, dual distribution, and reverse distribution. Of these strategies, manufacturers use the product distribution strategy that suits their product and revenue goals the most. Consider the following factors when planning your distribution strategy in marketing: The Type of Product You Sell Your distribution channel marketing strategy should depend on the type of product. Purchase decisions that customers make are classified into three types: routine, limited, and extensive, based on the number of times businesses buy a product, its cost, and the time taken by the customer to make a purchase decision. Capitalize on this information and decide on the strategy that will work best to position your product. Customer Base Based on the types of purchase methods that your target demographic may use, where they make their purchase decisions, and what kind of technology influences them, you need to choose your distributor. Ensuring that your customer base gets access to your product based on its preference is crucial to attracting customers to make a purchase. Logistics and Transportation Whether you sell a software product to streamline business processes or spare parts that automobile businesses require, your product needs to reach your end user safely and on time from locations where your distributor stores it. Understanding a prospective distributor’s logistics and transportation capabilities should be a priority while finalizing a distribution strategy in marketing. Focus on cost-saving and increasing revenue while choosing your distributor. A Strong Game Plan & Bigger Market Reach with Distribution Partners Product, place, price, and promotion are the four Ps of marketing. A B2B company cannot successfully sell its product or service unless it determines its four Ps. This is where distribution comes in. It is the ‘place’ part of every marketing strategy. Distributors are channel partners who are experts at getting your products into as many markets as possible as quickly as possible so that they can be used by end customers. There are tactical and logical advantages to having a strong distribution partner network. Let us explore them in brief. You Can Focus on Your Expertise Your expertise lies in creating the product. Setting up a sales system to facilitate end customers doesn’t categorically fit your skillset. With the help of a good distribution partner, you can limit your sales risk and use your time and resources to make your manufacturing processes and techniques more efficient. 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Distributors, especially VARs customize your product and complement it with prompt support and specialist services. Here’s how you can go-to-market confidently with the help of distribution partners: After you segment your target market into customers and prospects, identify which of these segments you can reach with the help of distributors. They can utilize their customer base to get you sales in territories with good sales potential. Distributors with experience can cover the market sectors you want to target. Choose distributors who do not market products that compete with yours. To get the most out of the channel partnership, describe the market opportunities for the distributors and talk to them about what you expect and what you need from them. Decide on whether you want to share marketing rights with distributors. Create solid and binding commercial terms such as stock levels, discounts, selling prices, and marketing support beforehand so the distributors are motivated to give their best to sell your product. Distributors develop sales and marketing plans, provide support in the form of marketing collateral, funds, or marketing campaigns. To support their efforts, run marketing campaigns that target your customers and promote your distributor network. Communicate the advantages of buying from your authorized distributors so that you can create and maintain sales leads for your entire distributor network to make your GTM a success. Distribution Management: Refining Distribution Partner Performance Just as it is important to set up a distribution network, it is also important to manage it, optimize it through consistent efforts, and make sure it is a smooth-functioning ecosystem. Managing distribution businesses can empower your distribution teams to manage distributors and the way they sell your product. They can also enable partners to do more for the sales. Distribution management can be streamlined using a distribution management system (DMS). With the help of the following features, this platform helps you run your distribution network well: Partner Recruitment Easily deploy partner recruitment campaigns through single or multiple distributors. Target specific groups of partners through these campaigns to get them involved. Partner Onboarding Help your distribution partners bring on channel partners for short-term channel programs with high returns and low costs. Partner Training Enhance partner competency and development using partner training through the DMS system. Pipeline Management Keep track of how each distributor contributes to your pipeline growth and engage with distributors to increase revenue. 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A U.S. Manufacturer Uses ZINFI Platform for Efficient and Effective Channel Marketing VERSATEX, a PVC building products manufacturer, used ZINFI’s partner portal to streamline its marketing so its partners could be more engaged. "We are using the ZINFI portal as our VERSATEX CRM, and it's been working out amazingly. We can track how the salespeople in the field are selling and quickly determine what's working and what's not," said Cassidy Huff, Channel Marketer at VERSATEX. Summing it Up A distribution strategy can revolutionize the way you sell your product in different markets. With the correct distribution channel and strategy, your product can reach your buyer considerably more quickly and help you achieve your revenue goals. FAQ What is a distribution channel? A distribution channel is a network of intermediaries like distributors, wholesalers, retailers, manufacturers, and VARs that a company uses to get its product to its end user. 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Kentucky Teen Once Subject of Viral Video Warns Republicans of 'Outrage Mob'

Article | July 20, 2022

A Kentucky teen who became the subject of a viral video after an incident during a class field trip to Washington, D.C., warned viewers of the Republican National Convention Tuesday of an "outrage mob" that threatens to silence conservative viewpoints. After Nick Sandmann attended the March for Life anti-abortion rally with his former classmates from Covington Catholic High School in January 2019, a cellphone video of a close, face-to-face interaction between the students and a Native American demonstrator spread quickly online.

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How Community Coalitions Are Bridging the Digital Divide

Article | August 5, 2022

Across the country, local networks known as Education Innovation Clusters (EdClusters) are bringing together partners and resources to meet urgent needs and envision a new future for teaching and learning. Many of these efforts are rooted in long-standing partnerships across sectors and institutions. As COVID-19 disrupted the lives of students, educators, and families earlier this year, EdClusters sprang into action, leveraging their capacity and reach in ways their networks were uniquely ready to do. Their collective efforts are meeting a range of needs—from internet access to devices to social-emotional supports. As schools prepare for uncertain and complex reopenings, we turn to Kansas City and Rhode Island for powerful examples of community in action.

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This spring, COVID-19 led administrators across the country to close school buildings and support students learning from home. We asked three educators about how they handled this disruption and found creative solutions to keep students motivated and engaged using the online literacy program, Reading Plus. We looked at what we had at our disposal that would help with reading, the overall environment, and engagement. In the past, we used Reading Plus as an intervention. We considered how we could utilize it with more students during distance learning.

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Bigger growth opportunities beckon for partners who rewrite the rules of cybersecurity with Infoblox

Infoblox | December 05, 2022

Infoblox Inc., the leader in cloud-first networking and security services, unveils its new partner program today, designed to maximize opportunities partners can secure and deliver. The Skilled to Secure trusted partner program reflects the changing security landscape and shifting customer requirements – and the need for providers of security solutions and services to adapt in response. “The rules of cybersecurity have changed. Customers want more than just another security solution or tool – they have dozens, if not hundreds, already. What they want is to drive more value from their current environment by making it more effective. That’s where Infoblox comes in,” explains Chris​ Millerick, ​Vice President, Worldwide Partner Sales at Infoblox. “The rules of cybersecurity have changed. Customers want more than just another security solution or tool – they have dozens, if not hundreds, already. What they want is to drive more value from their current environment by making it more effective. That’s where Infoblox comes in,” explains Chris​ Millerick, ​Vice President, Worldwide Partner Sales at Infoblox. Infoblox BloxOne® is the first cloud-native platform delivering DDI (DNS, DHCP, and IPAM) and DNS data-enabled threat detections, and offers partners predictable, reliable renewal margins year after year. A Forrester Economic Impact Report found that BloxOne® Threat Defense can deliver a staggering 243% return on investment. Integrated into the security ecosystem, BloxOne® enables DNS data to be used to address blind spots in enterprise threat defense and security systems. Internal and external threats can be identified, prioritized, and remediated in a fraction of the time without significant additional investment in new solutions. In the new program, partners will be assigned levels based on their acquisition of the competencies required to deliver BloxOne® and maximize its value for customers. Chris Millerick continued: “We recognize that an exceptional customer experience requires a level of trust, one that only highly skilled and competent technology partners can provide. Infoblox is privileged to offer partners a program that helps them acquire the competencies required to stand out and grow in the cybersecurity market.” Benefits partners can gain through the new program include partner-hunted sales incentives and deal registration, “Guardians of the Network” rewards and incentives, marketing campaigns, marketing development funds, and demonstration software. The Skilled to Secure program is built around three tracks designed to deliver support across the channel: Value-added Reseller and Systems Integrator, Service Provider, and Value-added distributor. Based on their track record and meeting the defined competency requirements, partners’ awarded level will be announced in May 2023. More information on the program, its structure, requirements, and benefits are available on the Infoblox website. About Infoblox Infoblox is the leader in next-generation DNS management and security. More than 13,000 customers, including over 75% of the Fortune 500, rely on Infoblox to scale, simplify, and secure their hybrid networks to meet the modern challenges of a cloud-first world. Learn more on our website.

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Capio Hires Jeff Stallings as Senior Vice President of Strategic & Channel Sales

Impartner | December 02, 2022

Capio, one of the largest healthcare asset management companies in the country, has named Jeff Stallings as its Senior Vice President of Sales. In addition to his own strategic accounts, Stallings will lead a sales team of senior regional vice presidents responsible for revenue growth. He also will assist in the planning and implementation of Capio’s go-to-market strategy, and he will establish new channel partnerships to maximize revenue. Stallings will report to Capio’s President, Dan Kutchel. Stallings brings more than 30 years of sales leadership experience in revenue cycle management, much of it in the healthcare industry. He spent the last 16 years in sales and marketing leadership roles at ClearBalance, where he helped drive 1000% growth in his region over his tenure. His previous experience includes roles as national and regional account executive at revenue cycle services firm Convergent Resources, and with the credit bureau Equifax. “Jeff is a well-known leader in the healthcare revenue cycle industry,” said Kutchel. “Jeff is a well-known leader in the healthcare revenue cycle industry,” said Kutchel. “I have known Jeff for years, and I have always been impressed with Jeff’s success record and appreciate his eagerness to help Capio tell a fundamentally different story to care providers looking for unique revenue cycle solutions. Jeff has the experience needed to help lead our sales team into the future.” Stallings’ hiring rounds out a series of leadership additions and promotions supporting Capio’s 400% growth over the past four years. This growth has been fueled by the company’s ongoing commitment to balancing partner needs for immediate cash funding with exceptional patient-centered experience. “I’m excited to join a purpose-driven company that continues to innovate in the healthcare receivables industry,” said Stallings. “Expanding our channel partnerships will further power our mission to help people burdened with medical debt achieve long-term financial wellness.” About Capio Capio helps healthcare providers and physician organizations increase cashflow while lowering their bad debt expense and delivering compassionate, flexible resolution solutions to millions of patients burdened by medical debt. To date, Capio has acquired and provided consumer services with more than $41B in patient accounts receivable via partnerships alongside more than 900 provider clients across the United States. Capio is an advocate for patient-centered collections and offers tools to help patients pay what they can afford and achieve long-term financial wellness.

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CHANNEL PARTNERSHIPS

Verizon Channel hosts Partner Advisory Council at Boston Innovation Hub

Verizon | December 05, 2022

Today, Verizon hosts its 2022 Partner Advisory Council (PAC) meeting, giving partners a unique opportunity to collaborate and unlock new program opportunities, while continuing to provide best in class service to customers. Verizon is bringing members of its PAC together, including value-added distributors, mobility co-sellers, wireless business agents, and wireline business agents, to set strategic plans for 2023. Partner feedback will be a critical component of the sessions which will focus on discussing program evolution and enhancements. Partners will have the opportunity to tour the Verizon 5G Boston Innovation Center and view tangible examples of 5G-powered technologies. “This is the first time that our channel partners across the entire channel program landscape will be coming together in person to collaborate, set strategic 2023 plans and drive evolution across all our partner programs." “This is the first time that our channel partners across the entire channel program landscape will be coming together in person to collaborate, set strategic 2023 plans and drive evolution across all our partner programs. We are excited to work together to engage in thoughtful and productive conversations that will empower our channel partners to win in 2023,” said Mike Caralis, Verizon Vice President of Business Markets. PAC attendees will also have an opportunity to take part in a group volunteer activity in honor of Giving Tuesday. Each volunteer will build lifesaving paracord bracelets and military care kits for Operation Gratitude, a Verizon non-profit partner, while learning about their impact and mission. Attendees include leadership from Verizon’s top channel partners, sales and operations teams. Verizon’s channel program has received a 5-star rating from CRN in 2022 and continues to be an industry leader in the channel. Verizon Communications Inc. (NYSE, Nasdaq: VZ) was formed on June 30, 2000 and is one of the world’s leading providers of technology and communications services. Headquartered in New York City and with a presence around the world, Verizon generated revenues of $133.6 billion in 2021. The company offers data, video and voice services and solutions on its award-winning networks and platforms, delivering on customers’ demand for mobility, reliable network connectivity, security and control.

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CHANNEL PARTNERSHIPS

Bigger growth opportunities beckon for partners who rewrite the rules of cybersecurity with Infoblox

Infoblox | December 05, 2022

Infoblox Inc., the leader in cloud-first networking and security services, unveils its new partner program today, designed to maximize opportunities partners can secure and deliver. The Skilled to Secure trusted partner program reflects the changing security landscape and shifting customer requirements – and the need for providers of security solutions and services to adapt in response. “The rules of cybersecurity have changed. Customers want more than just another security solution or tool – they have dozens, if not hundreds, already. What they want is to drive more value from their current environment by making it more effective. That’s where Infoblox comes in,” explains Chris​ Millerick, ​Vice President, Worldwide Partner Sales at Infoblox. “The rules of cybersecurity have changed. Customers want more than just another security solution or tool – they have dozens, if not hundreds, already. What they want is to drive more value from their current environment by making it more effective. That’s where Infoblox comes in,” explains Chris​ Millerick, ​Vice President, Worldwide Partner Sales at Infoblox. Infoblox BloxOne® is the first cloud-native platform delivering DDI (DNS, DHCP, and IPAM) and DNS data-enabled threat detections, and offers partners predictable, reliable renewal margins year after year. A Forrester Economic Impact Report found that BloxOne® Threat Defense can deliver a staggering 243% return on investment. Integrated into the security ecosystem, BloxOne® enables DNS data to be used to address blind spots in enterprise threat defense and security systems. Internal and external threats can be identified, prioritized, and remediated in a fraction of the time without significant additional investment in new solutions. In the new program, partners will be assigned levels based on their acquisition of the competencies required to deliver BloxOne® and maximize its value for customers. Chris Millerick continued: “We recognize that an exceptional customer experience requires a level of trust, one that only highly skilled and competent technology partners can provide. Infoblox is privileged to offer partners a program that helps them acquire the competencies required to stand out and grow in the cybersecurity market.” Benefits partners can gain through the new program include partner-hunted sales incentives and deal registration, “Guardians of the Network” rewards and incentives, marketing campaigns, marketing development funds, and demonstration software. The Skilled to Secure program is built around three tracks designed to deliver support across the channel: Value-added Reseller and Systems Integrator, Service Provider, and Value-added distributor. Based on their track record and meeting the defined competency requirements, partners’ awarded level will be announced in May 2023. More information on the program, its structure, requirements, and benefits are available on the Infoblox website. About Infoblox Infoblox is the leader in next-generation DNS management and security. More than 13,000 customers, including over 75% of the Fortune 500, rely on Infoblox to scale, simplify, and secure their hybrid networks to meet the modern challenges of a cloud-first world. Learn more on our website.

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MULTI CHANNEL MARKETING

Capio Hires Jeff Stallings as Senior Vice President of Strategic & Channel Sales

Impartner | December 02, 2022

Capio, one of the largest healthcare asset management companies in the country, has named Jeff Stallings as its Senior Vice President of Sales. In addition to his own strategic accounts, Stallings will lead a sales team of senior regional vice presidents responsible for revenue growth. He also will assist in the planning and implementation of Capio’s go-to-market strategy, and he will establish new channel partnerships to maximize revenue. Stallings will report to Capio’s President, Dan Kutchel. Stallings brings more than 30 years of sales leadership experience in revenue cycle management, much of it in the healthcare industry. He spent the last 16 years in sales and marketing leadership roles at ClearBalance, where he helped drive 1000% growth in his region over his tenure. His previous experience includes roles as national and regional account executive at revenue cycle services firm Convergent Resources, and with the credit bureau Equifax. “Jeff is a well-known leader in the healthcare revenue cycle industry,” said Kutchel. “Jeff is a well-known leader in the healthcare revenue cycle industry,” said Kutchel. “I have known Jeff for years, and I have always been impressed with Jeff’s success record and appreciate his eagerness to help Capio tell a fundamentally different story to care providers looking for unique revenue cycle solutions. Jeff has the experience needed to help lead our sales team into the future.” Stallings’ hiring rounds out a series of leadership additions and promotions supporting Capio’s 400% growth over the past four years. This growth has been fueled by the company’s ongoing commitment to balancing partner needs for immediate cash funding with exceptional patient-centered experience. “I’m excited to join a purpose-driven company that continues to innovate in the healthcare receivables industry,” said Stallings. “Expanding our channel partnerships will further power our mission to help people burdened with medical debt achieve long-term financial wellness.” About Capio Capio helps healthcare providers and physician organizations increase cashflow while lowering their bad debt expense and delivering compassionate, flexible resolution solutions to millions of patients burdened by medical debt. To date, Capio has acquired and provided consumer services with more than $41B in patient accounts receivable via partnerships alongside more than 900 provider clients across the United States. Capio is an advocate for patient-centered collections and offers tools to help patients pay what they can afford and achieve long-term financial wellness.

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CHANNEL PARTNERSHIPS

Verizon Channel hosts Partner Advisory Council at Boston Innovation Hub

Verizon | December 05, 2022

Today, Verizon hosts its 2022 Partner Advisory Council (PAC) meeting, giving partners a unique opportunity to collaborate and unlock new program opportunities, while continuing to provide best in class service to customers. Verizon is bringing members of its PAC together, including value-added distributors, mobility co-sellers, wireless business agents, and wireline business agents, to set strategic plans for 2023. Partner feedback will be a critical component of the sessions which will focus on discussing program evolution and enhancements. Partners will have the opportunity to tour the Verizon 5G Boston Innovation Center and view tangible examples of 5G-powered technologies. “This is the first time that our channel partners across the entire channel program landscape will be coming together in person to collaborate, set strategic 2023 plans and drive evolution across all our partner programs." “This is the first time that our channel partners across the entire channel program landscape will be coming together in person to collaborate, set strategic 2023 plans and drive evolution across all our partner programs. We are excited to work together to engage in thoughtful and productive conversations that will empower our channel partners to win in 2023,” said Mike Caralis, Verizon Vice President of Business Markets. PAC attendees will also have an opportunity to take part in a group volunteer activity in honor of Giving Tuesday. Each volunteer will build lifesaving paracord bracelets and military care kits for Operation Gratitude, a Verizon non-profit partner, while learning about their impact and mission. Attendees include leadership from Verizon’s top channel partners, sales and operations teams. Verizon’s channel program has received a 5-star rating from CRN in 2022 and continues to be an industry leader in the channel. Verizon Communications Inc. (NYSE, Nasdaq: VZ) was formed on June 30, 2000 and is one of the world’s leading providers of technology and communications services. Headquartered in New York City and with a presence around the world, Verizon generated revenues of $133.6 billion in 2021. The company offers data, video and voice services and solutions on its award-winning networks and platforms, delivering on customers’ demand for mobility, reliable network connectivity, security and control.

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