We’ve all done it. You get into a rut communicating to Partners; the same old email here, the same stale newsletter there. Unfortunately, what happens is a global tune out of your entire Channel. Why should they care when it feels like you don’t?
Channel Maven Blog
Channel Jeopardy Anyone?!
Answer: Four preeminent Channel analysts, all of whom left their posts to take executive positions in the last 12 months.
Question: Who are Tiffani Bova, Laz Gonzalez, Darren Bibby, and Tim Harmon?
What else do they all have in common? They will be contestants to my “Alex Trebek” in our “Channel Jeopardy” session at the ‘Leveraging New Technologies to Amp Your Channel's Effectiveness’ symposium being put on by Nuvello May 8th and 9th. I assure you, you will not want to miss this! [And NO, I will not be wearing a mustache (sorry, Alex).]
Last week Brad, Debbie, and I attended an amazing event put on by The Performance Group of Northern California. They called it a luxury leadership reboot – ‘For the Love of You’ (#FTLOY17) and it was simply an amazing experience. By the end, I kept saying, “every little thing” because at the end of the day that is what truly makes the difference.
If you follow American football, you may know the San Diego Chargers relocated to Los Angeles. It’s not a total loss for San Diego though, as this year the city plays host to Channel Focus 2017! Channel Maven is once again excited and proud to sponsor the event for the 3rd year in a row.
One of the biggest challenges facing Partner Programs in the Channel today is that Channel Partners have plenty of options when choosing a Vendor to work with. This means Partners are increasingly inundated with Vendor pitches, presentations and calls asking them to join forces, all while they’re managing their own book of business.
How do you convince potential Partners that your Channel Program stands above the rest?
Hint: Success depends on how you communicate with Partners, which maps to your messaging and the lens through which you craft your Partner-facing talking points.
A guest blog from Jeff Mattan:
Transitioning to the cloud is a necessary step for organizations hoping to stay relevant with customers and prospects. However, while promises of growing cloud revenue and easy Channel assimilation are exciting, these things don’t happen overnight. Assuming your Channel will sell your new cloud solutions, no questions asked, could not only set you up for failure, but isn’t fair to Partners.
As we celebrate Thanksgiving this year, we're so grateful for you, our clients. To ensure others have the opportunity to be thankful in the coming year, our goal for 2017 is to do more around charitable giving. We'll be reaching out in December to tell you more about that. In the mean time, we wish you and your families a happy and healthy Thanksgiving.
As channel marketers and tech geeks, we were thrilled to send team members to HubSpot’s Inbound 2016 marketing and sales event in Boston last week. This year’s speakers included the likes of Tim Urban, Reshma Saujani, Angela Duckworth, and Gary Vaynerchuk – all focused on digital transformation’s impact on demand generation.
So much of Vendor success is about understanding how the Channel Journey is shifting, then ensuring your program and communications arm Partners with the knowledge they need to be successful in today’s market. With this in mind, we’re excited to welcome Debbie Kane, VP Client Strategy and Brad Rolfe, VP Client Engagement, to the Channel Maven team. Both formerly with Penton and Everything Channel (now The Channel Co.,) they bring Channel experience and interesting insights to our team and the Vendors and Channel Partners we work with.
Today’s Partner Programs look drastically different than their predecessors. It used to be that Vendors dictated Channel partnerships and most elements of the Partner Program. The pendulum has now swung to the other side thanks to an abundance of new technologies and information. Partners today have more Vendor options than ever before, which means Vendors need to be more mindful of Partners’ business objectives if they want successful partnerships. Now, they have to craft their Partner Program around a value proposition, one that entices Partners in today’s changing market and aligns with their Partners’ goals.
How are Vendors developing Partner Programs and value propositions that align with Partners to drive demand? Here are four recommendations from our Vice President of Channel Strategy, Sheila O’Neil: