PartnerTap

JULY 10, 2023

Marketing Development Funds (MDF) are a powerful force within partner ecosystems. MDF investments are how you spread the word about your products and drive demand with and through an extended army of partner marketing teams. But it’s hard to know which partner(s) can actually move the needle for each specific goal.

Prioritization 96

Prioritization CRM Decision-making Marketing 96

PartnerTap

FEBRUARY 21, 2024

Co-selling is suddenly the hottest topic in partner, channel, and sales circles. Because companies are realizing the old sales playbook is broken and finally making sales transformation a top priority in 2024. Some companies have publicly announced new “partner-first” or “channel-first” sales strategies.

CRM 52

CRM B2B Leadership Digitalization 52

Red Star Kim

FEBRUARY 16, 2023

Urgency was driven by the timing of a one day partner conference scheduled for November 2021. The used an external facilitator and sent an advance questionnaire (positioning, approach to sectors and services, rates of growth, culture, service delivery, learnings from other firms) to all partners. What are we able to achieve?

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

Peter Simoons

MARCH 24, 2024

Let’s talk about Alliance partner selection! They follow the “executive” approach: one executive meets another and they feel their companies should work together. Do we really need a bureaucratic partner selection process to make it work? A partner that will work with you in a partnership that ideally lasts for a long time.

Value Proposition 52

Value Proposition Management Meetings 52

PartnerTap

FEBRUARY 20, 2024

Companies have changed how they buy products and services for their companies, and sales deals today are exponentially more complex than they were 10 years ago. Our 11-Step Co-Sell Transformation Playbook shares the best practices for how to build and scale and high-performing co-selling motion at your company.

Leadership 52

Leadership Suppliers Sales CRM 52

PartnerTap

JULY 11, 2023

Each year companies spend weeks (if not months) preparing for and working with their partners on Quarterly Business Reviews (QBRs). What if they could streamline these efforts and focus on partner strategy instead? What if they could streamline these efforts and focus on partner strategy instead? Too many times to count.

CRM 98

CRM Account Growth Software Software 98

PartnerTap

FEBRUARY 12, 2024

2024 is the year companies admit the old sales playbook is broken and invest in sales transformation. Buyers have changed how they buy products and services for their companies and deal dynamics are exponentially more complex. Companies that don’t modernize their sales playbooks won’t survive.

Sales 52

Sales Decision-making B2B Suppliers 52

PartnerTap

JUNE 1, 2023

The adoption is further underscored by the myriad software companies that have popped up with different tools to support running ABM campaigns. Why ABM for partner marketing Despite its uptake on marketing teams, partner marketing teams have been slower to incorporate ABM into their campaign strategies. Why is that?

Marketing 92

Marketing Software Software CRM 92

PartnerTap

OCTOBER 1, 2023

Does your sales team co-sell with partners? If so, to what degree, and with how many partners? Some companies like Microsoft and SAP Concur have very sophisticated co-selling motions with their top partners. Others are just starting their partner-first journeys.

Investors 75

Investors CRM Digitalization Account Planning 75

PartnerTap

FEBRUARY 27, 2023

There’s only one way to consistently sell and win in this situation: lock arms with your best partners in every market, every region, and on every deal to sell more, faster. When faced with such a steep climb, the best thing to do is lean into the headwinds locked arm-in-arm with your BEST partners.

Marketing 98

Marketing CRM Management Sales 98

PartnerTap

JANUARY 17, 2024

Many companies pointed to the general market conditions in 2023 or noted that buyers were taking longer to make purchasing decisions for their companies. Sales reps have less influence over buyers The modern business buyer has completely changed how they shortlist, evaluate, and buy products and services for their companies.

Procurement 59

Procurement Suppliers Sales B2B 59

Openview

MARCH 1, 2021

Axonius , which lets organizations manage and track computing-based assets that are connecting to their networks — and then plug that data into some 300 different cybersecurity tools to analyse it — has closed a round of $100 million, a Series D that values the company at over $1 billion ($1.2 billion, to be exact). “We

Cybersecurity 199

Cybersecurity Investors Management Remote Working 199

Hubspot Sales

NOVEMBER 16, 2023

The only way companies can succeed is to proactively provide solutions by understanding not just customer intention, but the context of their pain points and goals. As Jay McBain says, there are roughly 28 touchpoints in the customer journey, and most companies have control of about four of them. .” – Yamini Rangan, CEO at HubSpot Yes!

CRM 76

CRM B2B Decision-making Business Growth 76

MDI Training

MARCH 14, 2024

Creating Connectedness in a Hybrid Environment In his new Rise Course, our trainer and partner Peter Grabuschnig shares all his knowledge on Hybrid Leadership. Flexibility and its downsides Is hybrid work really to blame for the decreasing connectedness that employees feel for the company? Company values are important.

Digital Transformation 97

Digital Transformation Leadership Digitalization Artificial Intelligence 97

Peter Simoons

DECEMBER 17, 2023

Identifying the right partner is crucial for the success of any strategic alliance. Once you’ve done this, you can embark on the partner selection journey. If you’re starting without a specific partner in mind, your first task will be to compile a list of potential candidates, but what criteria should you use?

Value Proposition 52

Value Proposition Meetings Management 52

Flevy

AUGUST 29, 2022

Situations like this stimulate some organizations to partner with others. Partnering with complementary organizations in order to create an Innovation Ecosystem radically improves an organization’s competitive or technological strength. Find and attract the right partners. Connect uncommon partners.

Innovation 109

Innovation Banking Organization Marketing 109

PartnerTap

FEBRUARY 20, 2024

As outlined in The Sales Transformation Imperative in 2024 , companies realize they need a new sales playbook to support modern buyers and win deals with more complex dynamics. Building a high-performing co-selling motion with your best partners is the answer. It can accelerate sales cycles and increase your win rates.

Sales Leadership 52

Sales Leadership Leadership Sales Communication 52

Hubspot Sales

MARCH 11, 2024

A five-minute recap and next steps video is a powerful way to demonstrate that you’re a trusted partner and collaborator. Share company updates without unnecessary meetings. Async video updates are a great way for reps to access company updates on their own time, while keeping calendars clear for prospect meetings.

Sales 105

Sales Meetings Stakeholders Customer Success 105

PartnerTap

JULY 31, 2023

Our clients are making big strategic bets on co-selling as the future of sales and go-to-market at their companies. We give our customers amazing technology that gives channel and sales teams the automation and partner data they need to co-sell at enterprise scale. They co-sell with partners to block competitors out of their accounts.

Stakeholders 75

Stakeholders Marketing Media Sales 75

Vantage Partners

JUNE 3, 2022

Originally published in Pima Insights , Spring 2022 Issue Companies are working with competitors more than ever before. According to research we conducted last year, 75% of companies compete with their business partners some or a great deal. Intel now offers business insurance through their Quickbooks product.

Insurance 83

Insurance Publishing Digitalization Innovation 83

Zendesk

MARCH 13, 2024

Together, Zendesk and Ultimate will offer companies the flexibility and control to resolve issues their way–be it fully autonomous AI agents, workflow automation, or human touch. This acquisition builds on the launch of Zendesk AI , the fastest-adopted product in the company’s history.

Acquisition 138

Acquisition Customer Experience Innovation Business Growth 138

SBI Growth

FEBRUARY 2, 2022

We focused on how these leaders are partnering with CEOs and their leadership teams in 2022, where they would like to see greater focus from the executive teams with which they partner, and how they’re helping their companies navigate the Great Resignation.

Leadership 134

Leadership 134

Hubspot Sales

DECEMBER 6, 2022

Ask partners to influence your deals. Formal partner programs provide one of the more effective avenues for connecting you with other organizations in your ecosystem — but you don't necessarily need one to work with those kinds of companies and leverage that network effectively. Join relevant communities. Use second-party data.

Onboarding 99

Onboarding Decision-making Organization CRM 99

Flevy

MARCH 20, 2024

Open Innovation Programs represent a paradigm shift in how organizations approach innovation, moving beyond the confines of internal R&D to leverage the collective creativity and expertise of external partners.

Innovation 52

Innovation Co-Creation Management Digital Transformation 52

SBI Growth

APRIL 21, 2020

Well-established tech companies have typically developed a large, multi-layer partner ecosystem that they rely on. For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in moving the.

Management 101

Management Sales Telecommunications Customer Experience 101

Sales Management Plus -- SMP

APRIL 11, 2024

Shareholders, financing partners and potential acquirers of your business see through short-term strategies to boost profits. What makes your company attractive and valuable is proof of a reliable system for driving profit through sales growth. You cannot cut your way to real value. Why does SMP increase enterprise value?

Shareholders 52

Shareholders CRM Profitability Finance 52

Zendesk

OCTOBER 19, 2021

Companies of all sizes want to increase revenue. Most companies choose the second option to save time, cut costs, and expand their market. Most companies choose the second option to save time, cut costs, and expand their market. Independent retailers: An independent business not tied to a parent company. Example: CVS.

Food and Beverage 98

Food and Beverage Sales Retail Onboarding 98

Peter Simoons

SEPTEMBER 10, 2023

This prompts one to wonder whether companies would genuinely invest in something they believe has a 4 in 5 chance of failure? Conversely, companies that approach alliances in an impromptu manner report a mere 20% success rate. Poor partner assessment. Perform a proper partner assessment. Incompatible objectives.

Government 98

Government Communication Innovation Management 98

Arpedio

MARCH 8, 2024

Companies at the forefront understand that strategic alliances and collaboration in business transcend mere transactional interactions, creating a tapestry of synergy and interdependence that propels innovation and market presence. Conduct regular relationship audits to pinpoint areas for growth and improvement.

Management 52

Management Stakeholders Facilitation Innovation 52

Peter Simoons

JULY 2, 2023

Trust in a relationship is a two-way street; it is difficult to trust your partner if they do not trust you. Here are three essential elements for establishing and maintaining trust: Pay attention and actively listen: Dedicate your full attention to your partner. Follow through on commitments: A partner must be able to rely on you.

Communication 98

Communication Meetings 98

PartnerTap

DECEMBER 14, 2023

TLDR: Run a Partner Shuffle Co-Sell Play with PartnerTap Are your partner managers or channel account managers moving around and getting new partners in Q1? Turn Q1 from a get-to-know-each-other quarter to a data-driven pipeline-sourcing quarter for your PAMs and your partners.

Account Management 59

Account Management Digitalization Software Software 59

PartnerTap

JANUARY 10, 2024

Operationalizing a high-performing co-sell motion with your partners is the key to a successful sales transformation in 2024: Traditional B2B sales is broken. Each additional company considered, evaluated, and involved in a purchasing decision increases the level of coordination required by your sales rep. I know I have many times.

B2B 52

B2B CRM Suppliers Sales 52

Peter Simoons

SEPTEMBER 26, 2021

Many organisations want to be a Partner of Choice; the de facto organisation others turn to for a specific challenge. They are all, somehow, your Partner of Choice. You trust these companies with your business because you feel that they deliver good quality work, for a reasonable price and at the right time.

Suppliers 98

Suppliers Communication 98

Sales Gravy

FEBRUARY 25, 2024

On this episode of the Sales Gravy Podcast, Jeb Blount sits down with KaTom CEO Patricia Bible to discuss what it takes to lead and sustain a hyper-growth company. Her ability to navigate through grief and lead the company forward is a powerful narrative of leadership in the face of adversity.

Suppliers 95

Suppliers Innovation Leadership Decision-making 95

Peter Simoons

JANUARY 28, 2024

The same applies to alliances, you can craft the most promising alliance with a partner but if the organisational culture isn’t set up to support it, your alliance is destined to fail. Companies that understand that the future of their organisation is dependent on the success of their alliances usually tend to have an alliance culture.

Leadership 52

Leadership Communication 52

Customer Think

JANUARY 16, 2024

Like many B2B marketing agencies, even though we’re a professional services business and don’t sell or re-sell technology, our firm gets marketed to regularly by companies looking to recruit us as a channel partner.

B2B 69

B2B Marketing Digitalization 69