Discovering Your Sales Champion
Updated: Mar 30 This article was guest written by Shohei Narron, Technology Partner Manager at Google Cloud Read more about this series in this introduction article. I had the pleasure of interviewing five partnership leaders to understand their approach to account mapping, as well as best practices and pitfalls. I’ll be posting one conversation per week […]
Win Together, Lose Together
To be a great partner to each other, align goals, and co-invest. Discover how in this article from Brett Orlanski.
The Importance of Initiating Relationships and Setting Expectations
Updated: Mar 30 This article was guest written by Shohei Narron, Technology Partner Manager at Google Read more about this series in this introduction article. I had the pleasure of interviewing five partnership leaders to understand their approach to account mapping, as well as best practices and pitfalls. I’ll be posting one conversation per week for […]
Strategies to Increase Internal Partner Mindshare and Salience
Updated: Mar 30 This article was guest written by Shohei Narron, Technology Partner Manager at Google Cloud Read more about this series in this introduction article. Billy Robins Head of Partnerships, productboard Background and Context: “I just joined productboard as our first business development hire to figure out how we can accelerate growth and create a […]
How to Incentivize Partner Reps
Updated: Mar 30 This article was guest written by Shohei Narron, Technology Partner Manager at Google Cloud Read more about this series in this introduction article. I had the pleasure of interviewing five partnership leaders to understand their approach to account mapping, as well as best practices and pitfalls. I’ll be posting one conversation per week […]
Interview Series: The Art of Account Mapping by Partnership Experts
Updated: Mar 30 This article was guest written by Shohei Narron, Technology Partner Manager at Google Account mapping is an exercise to uncover account overlap between two or more companies, usually to find new business opportunities or increase a vendor’s footprint at an account. But if you’re in partnerships, you already know that. In fact, you […]
A New Framework for Business Partnerships
This article was guest written by Brett Orlanski, Business Development Advisor at GEER Not all business partnerships are of the same value. Some have no value, except for optics, while others generate the majority of your revenue even though they come from smaller or non-brand named companies. Some partnership deals are signed in a weekend […]
6 Things to Look into When Building a Partner Channel Organization
This article was guest written by Christian Gellert, Custom Tailor for Strategic Channel Organizations at www.christiangellert.com From building awareness through joint collateral to developing new solutions to take to market, and acting as a new revenue pipeline for your business, partners can provide a lot of air cover for startups looking to accelerate their growth. […]
Partnership Advice & Best Practices in Times of Uncertainty
This article was guest written by Chris Messina, Vice President Alliances & Partners at LeanData,Inc While it seems like it’s been a lifetime at this point, the reality is it was just a couple of weeks ago that most of the tech world was planning for events season, working towards their 2020 goals and projections, […]
