by Stewart Townsend | May, 2019 | Articles, B2B SaaS, Enable
In this day and age, industry-accepted practices often end up failing and the main reason for this is because they are designed to attract and engage a huge amount of partner types.
Is your Partner Program not Building Personal Relationships?
If your partner program is not motivating the partners who you work with to give you a percentage of their time then there is a high chance that you are nowhere near as personal as you should be. Partner accounts are services that are staffed by individuals. They are all doing their best to profit and grow the sales for their organisation too.
by Stewart Townsend | May, 2019 | Articles, B2B SaaS, Sell
It may seem daft, to declare a sales process worse, or even overrated but the acquisition of the general purchase order is, as it stands, absolutely meaningless. Revenue is paramount in this day and age, and the act of transacting business with customers may seem to be the most relevant course of action. This is especially the case when you look at the sales cycle.
It should be noted that it doesn’t actually matter who gets the PO from the customer. Customers can always transact with the vendor directly, through a channel partner or even through a marketplace such as AWS.
by Stewart Townsend | Apr, 2019 | Articles, B2B SaaS
The best 30 partner programs that are being offered by SaaS companies, find out what makes them stand out from the rest.
by Stewart Townsend | Apr, 2019 | Articles, B2B SaaS
Are you ready to make your channel managers feel as loved by their partners as their favourite rock idols? Imagine the cheers and admiration that your channel managers will get as they roll into your partner’s offices. Your partners will be queuing up outside your offices waiting for a chance to meet them, but it’s important to know that this is not a fantasy at all. Here are some easy steps that you can take in order to make all of this happen.
by Stewart Townsend | Mar, 2019 | Articles, B2B SaaS
All channel professionals are known for caring very deeply about their program elements. If you are one of those people who spend weeks or even months on end designing programs then you will probably benchmark the industry. You will also assess your programs against the competition you have, and learn updates years in advance. You have to know that the most critical element for success is all about partner enablement. Solution providers really do need to be enabled so that they can market, sell, support and even manage the services and products that you provide.
by Stewart Townsend | Feb, 2019 | Articles, B2B SaaS
When a group of people were asked, what makes US and UK law firms so successful at penetrating the region, the overall message was unanimous. They said that they were all different and that they all had their individual strengths. Sure, it may seem flippant, but each boss went on to show how the American, or even British counterparts were “getting it wrong”. One person said that the American vendors are finding it hard to penetrate Europe because they thought it was one single market. They said that you just can’t copy your marketing material or even your sales pitches because if you do then you are almost certainly doomed to fail.
